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  • Cold-Calling Is Dead - Partner Channel Template FINAL

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    entrequest
    6 vizualizări18 pagini
    3% Of Those You Come In Contact With Are Looking To Buy Now Includes Referrals These Facts are Critical to Understand With Longer Sales Timing is Everything Actively Buying Now 3% 7% 30% Passively Buying Now Know and Open to Buying Now Don't Know and Not Willing To Buy Now Referral : PR vs. Marketing Know You Tru st yo u " Core " you are only as good as the community you have built So how do you build community?

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    Cold-Calling is Dead - Partner Channel Template FINAL

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    3% Of Those You Come In Contact With Are Looking To Buy Now Includes Referrals These Facts are Critical to Understand With Longer Sales Timing is Everything Actively Buying Now 3% 7% 30% Passively Buying Now Know and Open to Buying Now Don't Know and Not Willing To Buy Now Referral : PR vs. Marketing Know You Tru st yo u " Core " you are only as good as the community you have built So how do you build community?

    Drepturi de autor:

    Attribution Non-Commercial (BY-NC)
    Descărcați ca PPTX, PDF, TXT sau citiți online pe Scribd
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    6 vizualizări18 pagini

    Cold-Calling Is Dead - Partner Channel Template FINAL

    Încărcat de

    entrequest
    3% Of Those You Come In Contact With Are Looking To Buy Now Includes Referrals These Facts are Critical to Understand With Longer Sales Timing is Everything Actively Buying Now 3% 7% 30% Passively Buying Now Know and Open to Buying Now Don't Know and Not Willing To Buy Now Referral : PR vs. Marketing Know You Tru st yo u " Core " you are only as good as the community you have built So how do you build community?

    Drepturi de autor:

    Attribution Non-Commercial (BY-NC)
    Descărcați ca PPTX, PDF, TXT sau citiți online pe Scribd
    Indicator pentru conținut neadecvat
    din 18

    SEPTEMBER 20-22, 2009 FARGO,

    ND
    Cold-Calling is Dead
    Joe Mechlinski, President
    of EntreQuest
    The Story of Paul Revere

     Paul Revere
    Timing Is Everything Facts

    O n a ve ra g e , it ta ke s 8 . 4
    re je8.4
    ctioREJECTIONS
    n s b e fo re yo u g e t a
    sa le
    Timing is Everything

    • Most Salespeople Stop After Trying 4


    Times
    •
    • < 3% Of Those You Come In
    Contact With Are Looking To Buy
    Now Includes Referrals

    • These Facts Are Even More Critical To


    Understand With Longer Sales
    Timing is Everything

    Actively Buying Now


    3% 7%

    30% Passively Buying Now

    Know & Open To Buying


    30% Now
    Don't Know & Open To
    Buying Now
    30% Know & Not Willing To Buy
    Now
    Evolution Of The Trust Based
    Economy

     Asking your neighbor 


    Using the Yellow Pages 
    Google for information 
    Asking Trusted Advisors
    Where Should You Focus?

    Don ’ t Know You


    “ 3 ° Connections
    & Beyond ” Know You
    “ 2 ° Connections ”
    3 Rejections
    Referral : PR vs .
    Marketing

    Tru st
    Yo u
    “ Core ”

     You are only as


    good as the
    community you
    have built

     So how do you build
    community?
    Building Community
    Three Stages :


    Be Aware

    Educate

    Activate
    and
    Accelerate
    Building Community


    Be Aware

    Stay Informed
     Keep in Touch
     Status Updates and Comments
    View Company Pages
    Building Community


    Educate



    Building Community

    Activate
     and
    Accelerate

    Ask a question
    Post for a job
     Start your own community
     Drive web traffic ( events or
    articles )
    Building Community


     More Quality
    Relationships


    Building
    Community
    = &
    Increased Sales
     Opportunities
    B u ild in g C o m m u n ity
    Option 1: Build your community
    Option 2: Continue to cold-call

    Cold Calling is for Losers:


    http://www.youtube.com/watch?v=Q3yC
    •
    QUESTIONS….?

     Joe Mechlinski

    Email: jmechlinski@entrequest.com
    LinkedIn Group: http://www.linkedin.com/groups?gid=1887468
    Twitter: http://twitter.com/joemechlinski
     Website: www.entrequest.com

    THANK YOU
    Please complete your
    evaluation.

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