New Lead - The Sales Evangelist

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Aaron Wittersheim, Donald Kelly, The Sales Evangelist

TSE BLOG 013: The Critical Importance Of Lead Validation In Internet Marketing

Aaron Wittersheim, Donald Kelly, The Sales EvangelistYour lead generation website may be optimized with all of the best tricks and techniques to lure visitors. However, if you’re not including lead validation among those techniques, you may be missing a vital component. Although Google analytics can tell you how many conversions your site is generating, that’s not the whole story. In fact, nearly half of all website conversions are things such as customer service inquiries, incomplete form submissions, and job applications. These are interactions that will not lead to increased sales for your company, but if you count them among your sales leads you could be in danger of making some bad decisions.

Lead validation combs through all of the conversions generated by your website, on the Internet, and over the phone. It not only lets you know which conversions are actual sales leads, but also the exact sources that generated them. Armed with this information, you can optimize your website to generate even more conversions and sales leads. Even though this process can be laborious and time-consuming, the results can be highly beneficial for your site. The following presentation goes into more detail about lead validation and explains why it needs to be a crucial part of your campaigns.

Author Bio:

Aaron Wittersheim is Chief Operating Officer at Straight North, an Internet marketing firm in Chicago. His focus is on Internet marketing and website services, and technology.

Sales Funnel, Sales Process, Business Development, New Leads

TSE 181: Creating Sales Funnels That Sell with Alan Mckenna

Sales Funnel, Sales Process, Business Development, New LeadsWondering why you’re still not making the sales that you’re aiming for? Now take a step back and ask yourself this…

Do I have a sales funnel that sells? Or better yet, do I even have a sales funnel?

Don’t fret. Check out this episode and learn from today’s awesome guest.

Alan McKenna has extensive experience in the personal transformation space and business conscience space. He helps people build everything from front-end funnels to high-profit, back-end sales funnels as well as six and seven-figure funnels.

Listen in as we discuss the process of sales funnels and how you can be more effective at it.

Here are the highlights of my conversation with Alan:

What is a sales funnel?

Knowing a defined audience and bringing them into a system that will help nurture and move them along the relationship towards the sale.

Factors that keep somebody in the non-buying pool:

  1. Trust

Trust is key. You need to nurture the relationship. You need to provide value and build that relationship. It’s about serving people first. How can you serve people best?

  1. Misinformation or mismatch of information

This happens when a customer has one problem but your solution applies to a different problem. To solve this, do a survey that allows you to understand their needs and then cater to their needs.

Why a survey works:

When people click on a link in the email, you’re able to tag those people and you will know what their biggest problem is. This allows you to do a discovery session and if something is a fit, you can make an invite to take the product/service.

Strategies for creating an effective sales funnel:

  1. Look at existing clients.

See what else you can do to serve those clients that will help them get further along.

  1. Segment databases based on different criteria.

Drive them into a condensation and take them through a strategy session to advance them to whatever product or service that will help them get to where they want to go. Segmenting the list will allow you to convert people from non-buyers to buyers.

  1. Look at the additional revenue opportunities within your existing client base.

We tend to be too busy looking for new leads when there are so many overlooked opportunities within an existing client base.

  1. Look at how much deeper can you go with the client.

What’s your next level product that can make your client’s life simpler, easier, and get the results faster, and remove the pain quicker?

The biggest mistakes people make when creating a funnel:

  1. Not knowing who your ideal client is.

You can’t be everything to everybody.

  1. Not knowing your client’s biggest pain points and hot buttons.

Dial into the biggest problem your audience needs to overcome and how do you communicate that?

Alan’s Major Takeaway:

Nurture the leads and clients you already have because there’s gold in what you already have.

Episode Resources:

High Profit Sales Funnel

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The Sales Evangelizers, Donald Kelly, Sales Facebook Group