Sales Systems

Sales Systems & Funnels

Sales Systems allow you to leverage marketing automation to systematically follow up with both your NEW business leads as well as strengthen the relationship with your current customers.

Sales Systems utilize technology to automate pre-determined communication processes of your Master Marketing Message across all of your market segments (Current Customers, Lost Customers, NEW Customers, Affluent Prospects, etc.).  When used properly, Sales Systems are among the most powerful tools your business you can use to GROW sales. 

You want to utilize a cross platform strategy with sales systems that launch your Master Marketing Message across as many marketing channels as possible.  At a bare minimum, you should use email, social media, phone & direct mail.

What kind of Sales Systems do we offer?

Our sales systems are always 100% custom designed to each client.   

There are, however, common strategies and funnels every business needs, regardless of your size.

Here's 7 of the most common Sales System funnels:

1.  NEW Lead Education Funnel

Our NEW Lead Generation Conversion Funnels are built to increase the % of your NEW business leads that convert into clients/patients.  

Check out some of these interesting sales closing ratio stats as stated in one of my favorite marketing automation books titled “Conquer the Chaos” written by Infusionsoft’s founders…

1. Only 2% of Sales Close on the 1st Contact
2. 3% Close on the 2nd  Contact
3. 4% Close on the 3rd Contact
4. 10% Close on the 4th Contact
5. 81% close on the 5th Contact

(Source = Sales and Marketing Executives Club of Los Angeles)

Now check out how most if not ALL of your competitors are marketing…

1. 48% Quit Following Up After the 1st Contact
2. 24% Quit Following Up After the 2nd Contact
3. 12% Quit Following Up After the 3rd Contact
4. 6% Quit Following Up After the 4th Contact
5. 10% Quit Following Up After the 5th Contact

         
(Source = Dartnell Corporation)

If 81% of prospects buy on or after the 5th contact and only 10% of businesses are following up past the 5th contact, guess who’s getting the business?

The good news is that setting up an effective NEW Lead Generation Sales Funnels is not all that difficult to do if you work with someone who knows what they are doing.

You do not need to go crazy here…just be consistent and keep it simple.

The key to success is to deploy a “Cross Media” strategy that utilizes as many media outlets (direct mail, email, telephone, social media, etc.) as possible.

The entire process will be managed via your CRM system and send off pre-determined follow up sequences based on the key actions taken by your contacts.

Automation includes emails, social media, direct mailers & outbound phone calls.

2.  NEW Client/Patient Funnel

Our NEW Client/Patient funnels are  built to WOW your NEW clients/patients with over the top first impressions of your business.  This helps to increase the lifetime value of your NEW client/patient base + increase fast action referrals.  

Automation includes pre-positioning tools (pre-appointment), welcome kit creation, 1st visit follow up surveys, note cards, emails, direct mailers, outbound phone scripting & referral requests.

3.  Loyalty Funnel

Loyalty Funnels are built to nurture your relationships with both your current customers + leads.  This shows them that you appreciate their loyalty while at the same time increases their frequency of purchases with your business.  This helps to increase the lifetime value of your clients/patients + increase referrals.  

You want to include monthly "Goodwill Promotions" within your ongoing Loyalty Funnel.  Goodwill Promotions provide a “reason why” you are running the promotion and provide a limited time call to action to receive the deal.  To accomplish this, deploy a cross media strategy (print newsletters, email, direct mail, outbound phone, etc.) that provides a healthy mix of touch points.

Look to have 1 unique promotion go out to your entire list every 1 to 2 months with an expiration date.  Provide a “reason why” you are running the promotion.

4.  Holidays Promotion Funnel

Holidays promotions are a fantastic way to reach out to your audience and offer them a good deal.  To accomplish this, deploy a cross media strategy (email, direct mail, outbound phone, etc.) that provides a healthy mix of unique holiday promotions.

These are some of the best performing holidays you should leverage.

New Year’s Day (Let’s kick some tail this year!)
Valentine’s Day (Love is in the air, fun holiday)
Memorial Day (Everyone is pumped for summer)
Independence Day (FREEDOM!!!)
Thanksgiving (Thankful for all that we have)
Halloween (A fun promotion, everyone gets in fun mood)

Run each promotion only once a year.  This will keep your promotions fresh.

5.  Survey Funnel

By incorporating the internal processes to automatically survey your clients/patients, you will show them that you CARE about the quality of their experience with your business.  This will help you build ongoing goodwill, brand loyalty & trust.  Look to have this process automatically built into your sales system.  

Have your first survey sent automatically a day or two after a NEW client/patient's first visit or paid interaction with your company.  Then look to incorporate a broadcast survey to your entire audience 4x a year.  

This is a great time to respond to any negative feedback you may receive and turn that negative experience into a chance to restore the relationship.  Survey's also provide a fantastic opportunity to learn about the major pain points & problems your audience is experiencing so you can look to find new innovative ways to help improve your products & services.

6.  Referral Funnel

Do you want to know the BEST way to INCREASE your referrals?  

It's pretty a pretty simple process....ASK FOR THEM!  

Or better yet, automate a systematic approach & process directly within your sales system.   A great time to ask for referrals is after you have received a positive survey result, this can be automated.  You also want to look to ASK FOR THEM as a broadcast to your entire list at a very minimum 1x every 2 months.  

Here are  handful of ways you can ASK for referrals.

--> Send Holiday GIFTS to current customers thanking them for their business + ask them for referrals. 

--> Run social media “shareable” posts to thank current customers + followers for their support & ask for referrals.  Provide them with a free gift (can be a free report you write on how to achieve xyz…) as a thank you incentive to provide anyone they know who may be a good fit for your help.

--> Leverage refer a friend technology to help increase customer referral rates at point of sale & via email.  This is a little more complex depending your industry.  Big picture, there are technologies available that make this process easy, fun & enjoyable for your customers/prospects.

--> Launch a referral program and target indirect sales agents who can represent your company, provide you with leads & receive a % payout based on any new sales that they bring to your company.  You can license simple software solutions to make this entire process easy to track.

These are our most popular sales system funnels. 

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