In case you missed it, Michael Halper, Founder and CEO of SalesScripter, was a guest speaker on a webinar titled “Converting Your Leads to Sales” hosted by SalesNexus. Generating leads is extremely important. But what you do with those leads and being able to consistently convert a high percentage of them to sales is just as if not more important. The good news is that there are some very clear and practical things that you can do to improve your ability to create a healthy pipeline of leads and consistently drive those to closure and those are outline in the below webinar recording.

1. Sales Lead Conversion Workshop
Michael Halper
Founder and CEO
SalesScripter

2. • 20 years frontline sales, marketing, and
customer service experience
• Founder and CEO of Launch Pad Solutions
and SalesScripter
• Author of The Cold Calling Equation –
PROBLEM SOLVED
• President of the American Association of
Inside Sales Professionals Houston Chapter
• ICF Certified Professional Coach
• MBA University of Houston, Masters of
Science University of Texas at Dallas

3. Agenda
• Generating the lead
• Following up on leads
• Staying in touch
• Closing the Deal

4. Generating the Lead
Inbound Marketing
• Organic SEO
• PPC
Process
1.
2.
3.
4.
Drive traffic to website or landing page
Have a compelling call to action
Have an opt-in web form
Opt-in form connected to your CRM

5. Generating the Lead
Outbound Marketing
• Email marketing
• Telesales
Process
1.
2.
3.
4.
Go to LeadFerret.com and build target list
Send email campaign through SalesNexus.com
Track clicks (clicks = leads)
Targeted phone calls to the clicks
Webinar
http://www.salesnexus.com/blog/3-ingredients-of-sales-growth

6. Key Principles
Timely Follow-up
• The more time that elapses, the odds of
conversion decrease dramatically
– Inbound leads: Follow-up needs to happen in
minutes. Greater than 30 minutes can lead to a
50% decrease in conversion rate.
– Outbound leads: Follow-up needs to be within
one to two days.

7. Key Principles
Map out your sales process stages
• Ultimate goal: close the sale
• Immediate goal: get commitment to
advance to next stage in sales process
• Always stay focused on the immediate
goal
Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Call
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you

8. Key Principles
Staying in Touch
• Not a “No” but “No, not right now”
• Need a way to be there or in mind when the
“No” becomes a “Yes”
• Two ways to stay in touch
– Drip campaigns
– Periodic check-in calls

9. Drip Campaigns
Audience Segmentation
Segment
Description
New Prospects
Targeted prospects that are being pursued but have not
actively engaged, don’t know who you are(suspects)
Actively engaged with discussions and meetings
Hot Prospects
Warm Prospects
Cold Prospects
Closed Prospects
Know who you are, want more information, on the fence,
won’t commit to forward movement
Not going to purchase in near future
Current Clients
Have communicated a firm no and zero interest - no
potential to ever buy
Currently purchasing products and services
Past Clients
Have purchased products or services in the past
Referral Partners
Partners that refer business

10. Drip Campaigns
Tier 1 – Lead Generation
Details
Description
Audience Segment New Prospects
Goal
To generate leads
Content Focus
Prospect focused
Number of Emails
3 to 6
Frequency
Daily, Bi-daily, or weekly
Type of content
Value you offer, pain you resolve, qualifying questions

11. Drip Campaigns
Tier 2 – Building Interest
Details
Description
Audience Segment Warm Prospects
Goal
To educate, to build interest, and stay in touch
Content Focus
The company/product
Content Subjects
Number of emails
FAQ topics, objection responses, credibility, differentiation,
threats of doing nothing, company facts
5 to 10
Frequency
Daily, Bi-daily, or weekly

12. Drip Campaigns
Tier 3 – Cross-selling for product #2
Details
Description
Audience Segment Current Clients
Goal
To cross-sell new products to existing and old clients
Content Focus
New products that the client is not currently purchasing
Content Subjects
Number of emails
FAQ topics, objection responses, credibility, differentiation,
threats of doing nothing, company facts
1 to 3
Frequency
Daily, Bi-daily, or weekly

13. Drip Campaigns
Tier 4 – Newsletter, keeping in touch
Details
Description
Audience Segment New Prospects, Hot Prospects, Warm Prospects, Cold
Prospects, Current Clients, Past Clients, Referral Partners (all
except closed)
Goal
To stay in touch and fresh in the recipient’s mind
Content Focus
Informational
Content Subjects
Number of emails
Industry news, best practices/tips, company news, articles,
blog posts, whitepapers, ebooks, etc.
6 to 12
Frequency
Monthly, bi-monthly, quarterly

14. Drip Campaigns
Tier 5 – We want you back
Details
Description
Audience Segment Past clients
Goal
To get client to come back, to educate, to build interest
Content Focus
The company/product
Content Subjects
Number of emails
FAQ topics, objection responses, credibility, differentiation,
threats of doing nothing, company facts
5 to 10
Frequency
Daily, Bi-daily, or weekly

15. Identifying Who to Call
• Inbound leads
• Email clicks

16. Making the Call
What to say?
•
“We sent you an email, wanted to see:
– if you found the information
helpful”
– If you wanted more information on
that topic”
– If you had any questions on what
you read”
•
“I saw that you took a look at [insert
subject or title of content]
•
Ask pre-qualifying questions
– SalesScripter demo

17. Post-Call Activities
• Log call
• Follow-up activity
• Send email
• Add to new campaign

18. Dealing with Voicemail
•
You can spend more than 50% of
your time reaching voicemail
•
Have a plan
•
Don’t expect a call back
•
Use your message as commercial to
educate
•
Follow every voicemail with an email
•
Create a multi-touch effect

19. Dealing with Objections
• A prospect’s best weapon
– Mini stop signs
– Used to take control of the call and take it in a
direction of their choosing
• Common Objections:
–
–
–
–
–
–
–
–
I am busy right now.
Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have budget/money to spend.

20. Closing the Deal
•
Natural closer?
•
It is all about the questions
– Trial closing questions
– Direct closing questions
– Qualifying questions
•
Indirect Closing Tactics
–
–
–
–
–
–
Communicate value
Building interest
Building rapport
Building credibility
Finding pain
Qualifying

21. Visibility Across the Process
• Dashboard
• Reports
• SN Demo

22. Need Help?
•
Helps businesses with prospecting
•
Sales coaching, training, and consulting
•
Team of telesales resources
–
–
–
–
–
Lead generation
Appointment setting
Lead follow-up
Survey/information gathering
Event promotion
•
Able to work directly in your CRM database
•
Pricing
–
–
–
25 Hours - $750
50 Hours - $1,500
100 Hours - $3, 000

23. Need Help?
Sales Ready Lead Starter Kit
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
$1299
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads

24. Need Help?
Sales Ready Lead Starter Kit Premium
One year complete subscription to SalesNexus
30 to 45 min. Email Campaign Consultation
Polished 3 email campaign
$2,049
6000 LeadFerret contacts (500 per month)
30 day SalesScripter.com subscription
60 to 200 qualified leads
Telesales Lead Follow-up (25 hours)

25. Need Help?
•
SalesNexus Free Trial
–
•
•
http://salesscripter.com/cold-call-calling-script/
–
SalesScripter videos
–
http://salesscripter.com/category/training-videos/
•
http://salesscripter.com/weekly-overviewwebinar/
The Cold Calling Equation – Problem
Solved
http://www.salesnexus.com/training.html
SalesScripter Free Trial
–
•
•
SalesNexus weekly training
–
•
http://www.salesnexus.com/training.html
SalesScripter weekly training
–
http://try.salesnexus.com/free-trial/
SalesNexus videos
–
•
http://www.amazon.com/The-Cold-CallingEquationProblem/dp/1468173545/ref=sr_1_1?ie=UTF8&qi
d=1338310605&sr=8-1
Lead Follow-up Service – Launch Pad
Solutions
–
–
www.lp-sol.com
Contact: info@lp-sol.com