ebsi websites business development / sales overview
DESCRIPTION
Presentation created by Jordan GrovesTRANSCRIPT
Ebsi Websites
Business Development Plan
Building a Pipeline
• Define our target market• Create a prospect/lead database
– Categorize the list• Include source• Vertical market
– Prioritize
• Leads vs. Opportunities– Leads are converted to opportunities and entered into
the pipeline once a specific opportunity has been identified and qualified
– Typically a qualified opportunity has a requirement defined with timeframe and budget allocated
• Networking with existing friends, colleagues, and acquaintances
• Lists brokers or homegrown– Online directories– Associations
• Website/Blog• Affiliate Program • Attending industry/trade meetings and walking the floor• Securing speaking engagements at local and regional
associations or interest groups• Hosting breakfast meetings for like titles• Cold and warm telephone prospecting• Direct mail/e-mail/fax prospecting followed up with direct
telephone calls
Lead/Database Development Activities
Sales Process
• Generate a lead• Engage/qualify customer • Write a proposal • Present the proposal • Refine Proposal• Close, rinse, repeat
Prospecting 101
• Create prospecting letters/emails• Pick up the telephone and call• Set aside at least 20% of time for
prospecting• Track response rates and successes• Refine message as needed• Manage the rejection that comes with
selling
Pipeline Classification
• 90% confident you'll get the sale • 50% confident you'll get the sale • 10 % confident you'll get the sale • Discussion stage
Sample Pipeline Report
Next Steps
• Create prospecting database– Every employee reach out to friends and family
for leads/referrals• Social Networking – create canned
announcements/introductions to be posted on Facebook/MySpace/Twitter/LinkedIn/other
• Promote referral fees ($xxx for every converted lead)
– Existing Lists– Target verticals
• Prioritize specific vertical markets and geographies so that we can test messaging (eg. Dentistry)
Next Steps
• Promote referral program– Need to send details to everyone in the
company
• Flip all leads to Sales Team for follow up and qualifying– Introductory email (we will provide sample
copy)
FEED THE PIPELINE ! ! !