Transcript: Sales & Marketing Thanks Attract attract We operate with three paths in marketing. Inbound marketing: Website; Social networking interaction and Ads (Instagram, Facebook, Youtube and Linkedin); Ticket sales platform and mobile app; Google My Business and Ads; Programmatic media. Outbound marketing: Media (television, radio, led panels, indoor tv, billboard, magazine and newspaper); Sampling actions with flyer; Key people (promoter of events, commercials and influencers); Active company prospecting and discounts for partner companies. Endomarketing: Internal Disclosure Groups (by Whatsapp); Specific action strategies aimed at the internal public. Website Website Platform: Google New Site Link: www.arenapetry.com.br Social Networking Social Networking Instagram Facebook Linkedin Youtube Instagram and Facebook Ads Ticket Sales Ticket Sales Mobile app ATICKS Platform MINHA ENTRADA Google and programmatic media Programmatic media Google My Business and Ads Media Media INDOOR TV TV LED Panel Newspaper and magazine Billboard Radio Sampling Sampling actions Flyer Convert Our conversion and service lines are: Customer service in person, ticket office and points of sale; Online customer service via Whatsapp, social networks, phone and email; Visits and meetings; Website; Ticket sales platform and mobile app. convert Connect connect Connecting platforms and approaches RD MARKETING Platform: Landing Page, Email Automation and Email Campaigns; Social media approaches: work with CTA - Call to action, H2H customer interaction and Prize draws. RD MARKETING Plataform RD MARKETING Plataform Landpage Email Automation and Email Campaigns Social media approaches Work with CTA - Call to action H2H customer interaction and Prize draws. Sell sell Service, management and sales results: CRM RD platform in conjunction with social networks, phone, email, whatsapp and in person.; Meeting and visits with companies to close packages; Conventions and social event. CRM RD Plataform CRM RD Plataform Social event Arena Wedding 2019 Analyse analyse Sales monitoring and crisis management; Periodic Internal Meeting - Pre Event and Post Event; Feedback from customers, renters and testimonials on social networks; Investment analysis and account finding.
Transcript: What is the target objective? To get to the next step. Defining Prospects The 50% Column First Appointment Rule #1 The budget is right. Ask yourself: are they considering anyone else? VALUE Sell More, Better. 90% Proposal The proposal makes sense. Features Rule #2 Rule #3 Who are you selling to? Ask the obvious. Rule #5 Use what you know. Sales Funnel Benefit Prospects 15:7:1 = 5 FA/week Verbal Agreement Tips to Move 50% Prospects Forward: Ask yourself: What are other examples of similar success stories we've had? VolunteerLocal's Sales Funnel Feature Advantage Follow through. Create a document of referrals. Identify your competitors. "It makes sense to me. What do you think?" The First Appointment There is a next step. Change Technology Failure Over-Complication Use Trello boards, cork boards with post-it notes or white boards to move prospects along. "We are seriously considering doing business with you." Why someone should value it. "How" and "Why" get you to "Who" Benefits When you're camping, you'll have a warm, restful sleep - allowing you to enjoy the next day's activities. Identify Your Sales Stages 1 inch insulation layer on the sleeping bag. Would you bet your next paycheck on it? Time Consuming Processes Low Volunteer Retention Rate Too Many No-Shows Not Enough Volunteers Confirmed Date Second Touch Feature The timetable is right. A Prospect is someone who agrees to go through the sales process with you. Leads are prospects who approach you first. Opportunities are not prospects. An Opportunity is someone you would like to work with, but who hasn't made any kind of commitment. Appointment The 90% Column Making the Proposal PAIN Get Friendly. Closed Calls Demo Ask yourself: What other companies that are most like our existing customers can we call on? Track Your NO's Get creative. Make Contact Leverage your network. Ask yourself: did you make any promises? Prospects What specific plan has been selected? When do we start? Predictive sales are based on ratios. Stages are unique to your business or service. Marketing Statements Team Rhetoric Mission/Core Values Helps retain body heat on cold nights. Be willing to be 'righted' by the customer. FAB: Sleeping Bags Advantage The longer this stage takes, the less likely it is to close. FEAR Rule #4 Advantages Sell Your Value Closed Reliability Ease of Use Volunteers 50% Consideration Benefit Creating Your Sales Funnel Strategies and Tools for Big Sales Growth Why it's useful. Keeping the Prospects Column Full: Ask yourself: how can we engage opportunities in a unique and memorable way? You're talking to the right person. Proposal Finding Value A fact about your product or service. Based on Jim Harvey's speech structures Ask yourself: how can we empower our existing customers to be our best advocates? Identify your archetypical customer.
Transcript: - First set of selecting Exit Intent Pop - eBook offer e *I want to use Ezra's template Exit Intent Pop - eBook - Thank You a Click on That's not it is it? - Try to send them to sales page anyways. *I want to use Ezra's template Audience Thank You Page Facebook Ad - Last attempt - Doesn't hurt to try. - Send them to Sales Page to use coupon Post Purchase Auto Sequence Exit Intent Pop - Discount - Thank You Upsell t Exit Intent Pop - Discount EXCLUDE BUYERS e Scroll down for more content Retarget - Exlude buyers - DR. OZ - Book - News - TV - Can add fish oil too (great for vitamin and Ca absorption) Credibility Exit Intent Pop - Discount R - They made it to products, they must be interested. t Sales Page - Bundle sales present to promote prospects from buying more - Dr. Oz - General (US Women 50+) - Alternative Medicine - Whole Foods - Osteoporosis We can feed ads to prospect My favorites Keep track of people who made it to this page and send them an email telling them about the referal program 6 months after purchase. Order Page - Desktop Only - Not going to buy, need push - discount Sales funnel r - The push they needed to make the purchase because they were already interested, giving them discounts makes them want to purchase more. Pre-sell - Article - Thanks and welcome - Pre-arrival excitement email – get them excited of their stuff before their product arrives - Cross sells - Selfie request – social proof, get them to advertise - Survey: what I can do even better in the future - Something that goes with the product purchased - Complements the item bought - In this case, offer them a GREAT deal to promote more purchase. - Engage the prospect Still Clicks g What can we do after their purchase? - Offer them a lead magnet that's content related (eBook, Videos) - They're interested in Content - not product Clicks on Clicks on Clicks on
Transcript: sales funnel Use your time wisely. Many options! See which benefits YOU. lead generation Funnel 1 1. Open Houses 2. Calling on JUST LISTED/JUST SOLD 3. Calling EXPIRED 4. FISBOS'S 5. Calling on Center of Influence 6. Calling Past Clients 7. Door Knocking 8. Community Events Different sources: move through the sources! contacts funnel 2 1 Someone who is over the age of 18, that is the decision maker. who are contacts? 2 goal: 10 contacts per hour 3 make sure you are tracking your numbers!! leads funnel 3 3 categories Remember: *TOO many leads = clutter & hides the good leads Cold someone who says they either want to buy or sell real estate in the future warm Someone who says they want to move forward w/ buying or selling and gets pre-qualified hot someone who is already pre-qualified and ready to buy or sell within 30 days c Goal: 7-10 every month funnel 4 contracts don't go into administrative mode!! notes: future pace it: let the consumer know what's going on (30-45 days) set date & time: 1. good news, bad news, no news, update money funnel 5 1. MAKE SURE THERE IS CLOSURE; HAVE A SET SYSTEM W/ CLOSING GIFT notes: I.E HOUSE WARMING: -GET CLIENTS FRIENDS & FAMILY CONTACT INFO. -YOU HOST THE PARTY!!! -YOU TAKE CHARGE. DATABASE funnel 6 goal: build a database w/ 1000 people who know you, like you & respect you. the end of funnel if you work right? give you a 7-10 return 1. Drip campaign? Anniversary bought home, b-day, holiday, hear from you once a month 2. 1000 names @ 70% using avg. sales of 500k * GCI = 875k 2 big issues: time management & lead follow up end note master the funnel & 2 big issues = live a life that you never imagined!!!
Transcript: Internet 10% Getting the RFQ Time Prioritize Opportunities Present budgetary proposal Finding Opportunities Presenting the Proposal Creating targeted awareness Face-2-Face 50% Loosing the Order Negotiate the Proposal 0% E-mails Identifying the Influencers decision criteria 99% Handing over the Order Magazines 30% Fairs 1% Meetings E-mail Call 100% Finding the right receiver Faxes Fulfill all criteria Letters Probability Order is approved 5% 90% Sources to leads Getting Letter of Intention Presentations Steps through the Funnel Discussions Activities and Actions Finding the Influencers Follow-up Getting the Order Seminars 10% News
Transcript: TESTED VIDEO WEBSITE Easy to Understand ? 3. INVOLVE No Kinks FRIEND VIDEO Easy to Use FRIEND 1. INVITE @#%&!?! PRODUCTS PRODUCTS ? Same Look and Feel 2. INFORM WEBSITE $$$
Transcript: PESSIMISTIC: Assuming the conversion ratio to be 0.3%, Number of buyers: 7174*0.3/100 =22 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 5340*1.5/100=80 REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 169676*0.8/100=58 PESSIMISTIC: Assuming the conversion ratio to be 0.3%, Number of buyers: 5340*0.3/100 =16 S. No. Keywords No. Of unique searches (India) 1 WEDDING INVITATION 292622 2 WEDDING INVITATIONS 43200 3 INVITATIONS 12000 4 INVITATIONS FOR WEDDING 7143 5 WEDDING INVITATION CARDS 52810 6 WEDDING CARDS 172504 7 INVITATION CARDS 115357 8 WEDDING CARD 38337 9 INVITATION CARD 41486 10 INDIAN WEDDING CARDS 62152 11 INDIAN WEDDING CARD 2247 12 WEDDING INVITATION CARDS 831 13 INDIAN WEDDING INVITATIONS 4195 14 WEDDING CARDS ONLINE 5868 15 FREE WEDDING CARDS 456 16 WEDDING CARDS DESIGN 38880 TOTAL 890088 REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 305745*0.8/100 =2446 • No. of unmarried female population in India in the age group of 18-34 Gen Category: 22201986 SC: 3190356 ST: 1844766 Total: 27237108 • No. of online shoppers in India = 84 Mil as of June’15 (It was 35 Mil April’14, Expected at 100 Mil Dec’16) • Total population Indian june’15 = 1281630400 • Ratio of Online = 84000000/1281630400 *100 = 6.5% REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 169676*0.8/100 =1356 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 126303*1.5/100 =1895 PESSIMISTIC: Assuming the conversion ratio to be 0.3%, Number of buyers= 305745*0.3/100 =917 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 410736*1.5/100 =6161 REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 126303*0.8/100 =1010 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 169676*1.5/100 =2544 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 7174*1.5/100 =108 PESSIMISTIC: Getting T1C on page 2 of Google Search -> 6% of people go to page 2 The second page has 10 results with roughly the same probability of clicks Each search result enjoys a traffic of 0.6% Traffic: 0.6% *1195740= 7174 OPTIMISTIC: Assuming the conversion ratio to be 1.5%, Number of buyers: 305745*0.8/100 = 4586 PESSIMISTIC: Assuming the conversion ratio to be 0.3%, Number of buyers: 169676*0.3/100 = 510 • Age Wise Split of online shoppers = Age % 18-25 35 26-35 55 36-45 8 90% of online buyer population falls under unmarried female popln • 28000 Couples get married per day -> In a year = 28000*365 = 10220000 • 6.5% of this population are online shoppers -> 90% in 18-34 age group • No. of people going online per year to buy invitation cards = (28000 * 365 * 6.5 * 90)/10^4 = 597870 Since both sides of the family buy cards -> 597870*2 = 1195740 PESSIMISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 126303*0.3/100=379 REALISTIC: T1C being the 2nd/3rd result on page 1 2nd/3rd results enjoy a traffic of 16.96%/11.46% respectively Average = 14.19% Traffic Enjoyed = 14.19 % * 890088 = 126303 Sales funnel REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 410736*0.8/100 = 3286 OPTIMISTIC: T1C being the 1st result 1st result enjoys 34.35% of clicks Traffic = 34.35% * 890088 = 305745 OPTIMISTIC: T1C being the 1st result 1st result enjoys 34.35% of clicks OPTIMISTIC: 34.35%* 1195740 =410736 REALISTIC: T1C being the 2nd/3rd result on page 1 2nd/3rd results enjoy a traffic of 16.96%/11.46% respectively Average = 14.19% REALISTIC: 14.19%*1195740= 169676 PESSIMISTIC: Getting T1C on page 2 of Google Search -> 6% of people go to page 2 The second page has 10 results with roughly the same probability of clicks Each search result enjoys a traffic of 0.6% Traffic : 0.6% * 890088 = 5340 REALISTIC: Assuming the conversion ratio to be 0.8%, Number of buyers: 5340*0.8/100=43 PESSIMISTIC: Assuming the conversion ratio to be 0.3%, Number of buyers: 410736*0.3/100 =1232
Transcript: We're top of mind 1:00 - 5:00 PM managing 3 high-rise condos Toronto & GTA Expansion - opening a new store in 2 weeks in DT core. CRM - client lunches / coffees - corporate card - contact management - opportunity tracking - sales forecasting - prospect management through sales cycle - more efficient on call sessions Monday - Friday $ 9,500 - $18,000 Lutley intro by phone/email/in-person Purge of junk from tenants who have recently moved out 9:00 - 9:30 - Phone land line & headset - Cell phone < 6 months AJS $200+ 85% chance to win 9:30 - 11:30 15% price increase from current provider Top 40 Estimate & Win Call outs & estimates Admin & prep Looking to open a 3rd shortly thereafter by telephone Appointments & Estimates Ideal Schedule 2+ jobs Recent Activity Expenses? Reach out & connect Asks & Questions Early Wins Estimate commercial jobs & diligently f/u $ 6,000 - $10,000 $ 6,000 - timelines - decision makers - add value to the project Recently Completed $300 / year < 2 days 70% chance to win 70% chance to win A good grasp on our value proposition Jobs Completed Equipment
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