More Sales in 3 Easy Steps 1. Get more inquiries 2. Get more appointments 3. Get more sales
You can’t get the inquiry if they can’t find you
If you want them to invest in your business… …you have to invest first
The inquiry is their first visible buying signal
How will they inquire? • • • • • • • •
Email / Contact form Call Skype Text Live chat Walk in Make a purchase Make an appointment
Set meetings online with Appointment Scheduling
Check out your Client Tools Easily manage your sales process, so that you can focus on what you love!
Is an auto-‐reply really a reply?
After the inquiry what’s their next step?
APPOINTMEN T PURCHASE WEBSITE FOLLOW-UP
Manage incoming leads with Inquiries
You don’t get any business from your website You get business through your website
Getting the inquiry • Have clear calls-‐to-‐action on every marketing piece • Reduce the distractions • Use “social proof” (reviews/testimonials) • All roads should lead to inquiries, including social media
Why do they ask “How much…? How much do you How much is a basic photography charge? package?
What’s your cheapest DJ package?
How much is a wedding dress?
What’s your price for wedding planning?
What do you charge for wedding video?
Why do they ask “How much…?”
They don’t know what else to ask
When they ask “How much…?” It does not automatically mean: • • • •
they can’t afford it they want your bottom package/service they won’t spend more they’re price shopping
When they ask “How much…?”
Price questions are opportunities
Everyone needs to know “How much…?”, eventually
Responding to “How much…?” • • • • • •
Answer it if you can Give them a realistic range Don’t be evasive Acknowledge the question Tell them that you’re going to tell them Starting prices can be misleading
What do you want when you’re the novice consumer?
Be the company you’d want to do business with
How much is your basic package?
Getting the appointment
Getting the appointment • Have better email conversations • Gain their trust and interest • Don’t force a phone call • It doesn’t have to be face-‐to-‐face • Use the WW Appointment Scheduler
Set meetings online with Appointment Scheduling
Getting the sale
Getting the sale • You have to ask for the sale • Don’t “pitch” them • Help them buy • Don’t confuse them with too many choices • Assume the sale
Ask better questions Listen to the answers
Get the event details you need with Questionnaires
Ask better questions Sell the heart, not the head
Be “engaged”
You have to ask for the sale
Book the client with digital Contracts
Get paid quicker and easier with online Payments
…And more helpful client management tools!
Create branded, secure Client Sites for document sharing
Follow up if they don’t buy today
Your marketing pieces need to have: • • • • •
professional design consistent branding testimonials calls to action contact info
More Sales in 3 Easy Steps 1. Get more inquiries 2. Get more appointments 3. Get more sales
Visit Alan’s table to get his books, e-‐books, DVD’s, MP3’s Audio downloads and to have him review your website