When you hit your stride with inbound marketing, you are going to start to receive a steady stream of new leads, and, as we discussed in our last post on qualifying questions, not all of them are going to be worth your time.
Thanks to our consistent blogging and optimized calls to action, we get a LOT of leads from our blog. Sadly, not all of them are a good fit for our services, so ensuring that we focus our attention on the right leads is absolutely critical to our success.
Graig Presti is founder and CEO of the agency, LocalSearchForDentists.com. This is Graig and I’s third interview and this time we are talking about something that nobody in the marketing world is talking about … leaving a bunch of money on the table.
What is this missing element? How and when to inject use of the telephone into your marketing and sales sequence. We will talk in detail:
We are NOT talking about cold calls.
For higher price point items, there comes a point in life-cycle of a lead when they need to talk to you. When you call your warm leads, there is a very specific way to handle the conversation. If you don’t have a process you will probably have a high failure rate and kill many great leads.
Looking for warm calling tips, including exactly what to say? This is the episode for you.
Listen now and you’ll hear Graig and I talk about:
(01:00) Introduction
(09:00) How does the phone play a role in marketing?
(17:00) How should your structure a call with a prospect you’ve not talked to before?
(21:00) How do you ask “trick questions” that make you look like an expert?
(25:00) Overview of Trent’s first call with a prospect
(32:00) How do you pre-qualify a prospect prior to making a call?
(34:00) How can a survey play a role.?
(42:00) How does silence play a role in closing?
(44:00) How do you recruit salespeople?
GrabTrentsBonus.com
The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.
It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.
Graig Presti, founder and CEO of LocalSearchForDentists.com, is a foremost advertising authority who operates with dental practices all around the planet, assisting them to leverage the internet so they can generate more telephone calls, reach more new patients, and bring in more revenue. His strategies begin to work immediately and continue to work month after month.
Presti specializes in helping dental practices dominate their nearby location by using confirmed regional Internet dental advertising strategies to help them dominate the top rated regional research engines like Google, Yahoo and Bing.
Presti uses easy to understand stories to help his clients comprehend how they can improve their internet presence. He is a repeated featured speaker at dental conferences and other venues.
Presti has mastered the art of bringing a flood of new patients into dental offices, and has undoubtedly established himself as a top specialist in his field. His considerable accomplishments, and his industry contributions, led him to be showcased as a Newsweek Magazine Champion of Health, Wealth and Success.
Is your business generating enough leads? Are you successfully converting your leads to customers?
Most businesses have a terrible time with lead generation, and an even worse time with converting their leads to customers.
My guest in this interview is Forrest Walden, Founder & CEO of IronTribe Fitness and he does not suffer from this problem. Thanks to a very clearly defined marketing strategy, supported by well thought out sales processes supported by Infusionsoft software, Iron Tribe is a lead generation and sales conversion machine.
The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.
It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.
In this episode, I interview Forrest Walden, CEO of Iron Tribe Fitness.
Here are some of the things you’ll discover in this episode:
Forrest has built an extremely successful fitness franchise. The first four stores are all corporately owned and all filled to capacity very quickly. Forrest wasn’t present for several of the grand openings, yet they were still as successful as the ones where he was there. You’ll hear what he did behind the scenes to make this happen.
Prior to starting his own company, Forrest worked for another fitness franchise. Making the shift from employee to employer requires a big shift in mindset first.
Listen, and you will discover how Forrest was able to make the shift from employee to business owner, and how his desire to franchise played a role in this.
When starting a new business, many people move ahead too quickly and spend too much money before properly validating that there is a hungry market for their product.
Listen to the interview and you will discover the systematic approach that Forrest took to validating his idea before he spent a dime launching the company.
One of the things that make Iron Tribe so successful is the impact they have on their customer’s lives. This results in a very loyal membership and a ‘stick rate’ of 97% for their customers.
Listen to the show to discover some of the strategies that Forrest’s team used to achieve such a high level of customer retention.
When Forrest launched his first location, he generated a list of 600 people that he called his sphere of influence, or SOI. This one tactic had a massive impact on the launch. You’ll hear Forrest give the details of the campaign that he launched to this group of 600 people and why it worked so well. (they converted 10% to customers!)
By the time they had two gyms, Forrest and his VP of operations realized that they needed to automate every aspect of their business model. The results they achieved by doing so were amazing; they now convert 98% of in-person consultations into customers!
Listen to the show and you’ll hear which software they chose and how they made it work so well.
Once their campaign to the list of SOIs was complete, Forrest and his team needed to expand their direct marketing efforts. To do that, they needed to precisely define who their ideal customer was.
Listen to the show to hear how they defined and targeted their next wave of prospects.
By this point in time, Forrest and his team had really optimized their lead generation systems. The next challenge was to create a sales process that could be effectively deployed to the sales team. To do this, they created and continuously test a very specific sales process.
Listen and hear Forrest talk about how they created their sales process.