7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #4

7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #4

Yesterday, we covered Secret #3: TIMING IS EVERYTHING!

*********************************************************
SECRET #4 IS: TRANSFORM YOUR SALES WORK FROM OUTBOUND “HUNTING” TO INBOUND “HARVESTING”
*********************************************************

This secret is critical to your success because it puts you in a position to land customers quickly. It shortens the sales cycle, increases your capacity to handle more deals/sales and improves your closing ratio because you spend more time talking to highly qualified prospects.

Would you like to come into the office and pluck ripe fruit off the tree… or…would you rather spend your time hitting the phones hard, chasing leads and talking to lukewarm prospects? The answer is pretty obvious.

When you’re in “hunting” mode, you’re dialing for dollars; you feel resistance at every turn; rejection is common; you get “shopped” against competitors; and you waste tons of time working with leads who simply aren’t ready.

On the other hand, when you’re in harvesting mode, you’re working smart and scooping up sales left and right. You can spend your time at closings, on the phone with hot leads or out on the golf course because you know your prospects will call YOU when they’re ready to move forward.

So, how can you actually make the shift from hunting mode to harvesting mode?

In most companies, the marketing department’s job is to get the leads and the sales department’s job is to call on the leads and close the sale. But in between “getting the lead” and “closing the sale” there’s a huge gap. If you close the gap, you’ll make the shift from hunting mode to harvesting mode…and your profits will skyrocket.

But to make the shift, you need to recognize that: someone (either Marketing or Sales) has to be in charge of “warming the leads” that aren’t hot right now but will be hot down the road.

So, now you understand the task at hand, let me give you five tips on how you can make the shift:

• Send reluctant prospects relevant, valuable information on a scheduled, recurring basis.
• Communicate to prospects efficiently, aside from the normal, time-consuming, one-on-one methods.
• Log all communications between your office and the prospect in an organized fashion.
• Arm yourself and your sales reps with an arsenal of specific information that can be sent to prospects upon request.
• Track the progress of each lead through the sales pipeline, so you always know where every lead stands.

When you make this shift, you’ll be absolutely AMAZED at the results. You’ll enjoy your work more, you won’t dread pounding the phones, and you’ll have more freedom… all because your prospects will call YOU when they’re ready. The bottom line is that you’ll close more deals, make more money, and do it all in less time… and ditch the grunt work.

AND…it can all be done through an automated system. Sound good? Download Free eBook: 9 Proven Techniques to Double Sales and I’ll tell you how you can put a system in place that will convert you from a hunter to a harvester.

Sincerely,
Clate Mask
CEO, Infusionsoft