Melissa has collected names, emails and phone numbers of prospects over the last few months. However, if they haven’t yet booked a demo with Melissa, then it’s likely they’ve not been contacted recently.
I think I can lure these‘list-lurkers’ into a product demo using some simple, but engaging emails.
The entire campaign is based around one simple idea:
“Sales doesn’t have to be hard”
Most business owners hate making cold calls, and the majority feel that actually selling their product/service is hard.
Our corollary is that when you use CSPro it’s not only easy, but enjoyable!
The Transformation
I’m a big fan of the‘Before and After’ grid from Digital Marketer, and we’ll use that here to determine what’s important to the prospect.
The beauty of this exercise is that it forces us to ignore the features of the software. Instead, it concentrates on the value it brings to the customer.
This will help us create emails, adverts, webinars and even landing pages.
NOTE: This is a pretty big list - we’ll just pick a few of the most important parts for our re-engagement campaign. We can use the rest for any other marketing activities we do
Metric
Before
After
What does the prospect HAVE:
Multiple applications to perform one job - prospecting
Multiple costly software subscriptions
Multiple inboxes to manage(FB, Whatsapp, Text, Email)
Notes on prospects everywhere
A website that’s hard to update, as well as a landing page application - neither of which work well together
A huge tasklist
Customers who you know you’ve not got back to
Constant heartburn
One dashboard for the entire sales process
One subscription - save an average of $755 per month
One inbox for all emails, texts, FB messages, whatsapp etc
A simple organised database of everyone who’s ever shown interest
A set of simple landing pages all based on templates that are proven to work
Only two tasks a day: reply to enquiries and do sales meetings
Never allow a valuable prospect to buy from your competitor again
A way to automatically nurture prospects so they call you
How does the prospect FEEL:
Overwhelmed: So much to do
Disorganised & ineffective: You’re wasting time
Frustrated & desperate: You need to sell
Over-worked: Every sale seems to take so much energy
Despondent: You’ve tried everything
Rejected: Prospects just don’t want to hear from you
Ripped-off: All these pieces of software were supposed to make your life easier, not your bank balance lighter
Calm, collected and in control: You know exactly what you need to work on today
Organised: See every action and note for a prospect in one simple dashboard
Welcome: Prospects look forward to your emails and messages
Free: You have your life back
Excited: You look forward to Mondays again
Confident: You know that your prospects actually chose to have a sales call with you
What’s an AVERAGE DAY:
Remember in the shower that you didn’t get back to John
Scrabble around for your notes on John, and realise that you’ve used them to mop up a coffee spill
Spend 5 mins finding the last 5 emails that John sent
Call the wrong John by mistake
Wake up and check your calendar over coffee - oh good, another 3 people have booked a call for today(without you needing to chase them!)
Check the multi-message app and see 12 messages that need responses
Work through all the texts, emails, FB messages and whatsapp messages all in one place
Go to your networking meeting and meet 5 perfect prospects…
00: What’s the story so far?