ubix: generate leads. create and identify sales ready ... · lead generation: referral manager...
TRANSCRIPT
8-6-15 Agenda Happy Lefthanders day!
1. Monthly Schedule
2. 2015 Training Topics
Monthly Schedule 1st Thursday- Owner/Manager
2nd Thursday- Salesperson Coaching
3rd Thursday/Friday- Monthly Company Review
4th Thursday- Round Table Open Forum
Coaching Focus Areas
1.How will I generate enough
leads?
2.How will I avoid price wars?
3.How do I filter out bad
leads?
4.What’s the most efficient
way to close prospects?
5.How do I measure
performance?
Poor “Foundation”
2015 Coaching Topics
Date Topic
2/12/2015 Value Creation: Monthly outreach
3/12/2015 Lead Generation: Referral Manager strategies
4/9/2015 Sales Conversions: Online Sales Counselor
5/14/2015 Sales Conversions: Model home conversions
6/11/2015 Lead Generation: Website engagement 7/9/2015 Sales Conversions: Task Management
8/13/2015 Lead Generation: Offline strategies 9/10/2015 Sales Conversions: Scope Creep & Pricing 10/8/2015 Value Creation: Video YT, Eyejot, animoto
11/12/2015 Filtering leads: Online CTA, events, OSC 12/10/2015 Salesperson Business Plan
Marketing & Sales Management Lead Generation…Offline
Marketing & Sales Management Lead Generation…Offline
Signage
Print Ads
Direct Mail
Measure-
1. Unique phone number
2. Unique URL or Web Landing Page
3. Measure Lead Capture during campaign
Poor “Foundation”
Offline Awareness
Signage-
Billboard
Neighborhood Entrance
Lot for Sale
Home for Sale
Jobsite sign
Directional Sign
Offline Awareness
Signage-
KISS
No Model Hours!
CTA: Mobile
Click to call, find
locations, available
homes
Offline Awareness
Print-
KISS
Special Events
CTA: Landing Page
with offer
Measure and Test
Offline Awareness
Geographic Farming (Direct Mail)-
Works best to promote events
Demographic & hot prospect mailing lists
Custom phone & landing page
Offline Awareness
Offline Awareness
Marketing & Sales Management Lead Generation…Realtors
Realtor Outreach
Measure-
1. Total Database
2. Monthly Communication
3. VIP Program Participants
Offline Awareness
Realtor Outreach-
Corporate VIP Program
Develop top 10 & 100 List
Monthly email to Top 100
Monthly phone or face-to-face with top 10
Realtor (Quarterly or when new home is
available)
Marketing & Sales Management Lead Generation…Referrals
Referral Program
Measure-
1. Participants
2. Feedback
3. Referral Leads
4. Referral Conversions
Offline Awareness
A. Feedback Surveys B. Collect Reviews C. Reward Referral Partners
Referral Manager
Buyers, Owners and Realtors®
Poor “Foundation”
Offline Awareness
Client Referrals-
Reward Program
Referral Partners
Monetary Rewards
Promote Client Projects
Solicit Reviews and testimonials
Offline Awareness
Referral Manager-
Offline Awareness
Referral Manager
Offline Awareness
Events-
Offline Awareness
Events- (1 per month)
Custom Home
Grand Opening or Closing
Construction Walk thru
Home Show/Parade of Homes
Realtor (Quarterly or when new home is
available)