Sales Goal / Lead Setting Worksheet
Customer Survey
Self Generated Lead Sources
12 Steps to help customers buy from you
Closing Process
Presented by
Tom Wittman
Speaker – Instructor – On site Consultant
(317) 750-1607
[email protected]
Sales Goal / Lead Setting Worksheet
- Yearly Sales Goal: ________________
Divide By Average sale: ________________
= Number of Sales Wins: ________________ - Sales Wins: ________________
Divide by Closing Percentage: ________________
= # of Presentations: ________________ - Presentations: ________________
Divide by % of Lead conversions: ________________
= Number of leads per year required to achieve goal: ________________ - Number of leads per year: _________________
Divide by number of reactive sales weeks*** in a year: _________________
= # of necessary leads per week: _________________ - Divide by 5 days in a week = leads per day: _________________
**** How to establish reactive selling weeks in one year****
Weeks in one year: 52
Minus Vacations: -_________
Minus number of slow lead weeks: -_________
Minus Holidays: -_________
Minus personal – sick – other days: -_________
Reactive selling weeks: =_________
12 Common Health and Safety Issues Created by HVAC system design flaws
Do you have anything in common with this list?
_____ Rooms difficult to heat or cool
_____ Uneven Temperatures
_____ Rooms too hot or cold
_____ Home becomes warm before A/C turns on
_____ Home becomes cold before the furnace turn on
_____ Excessive dust
_____ Allergy, Hay fever or asthma symptoms
_____ Uncomfortable humidity during summer
_____ Excessively dry during winter
_____ High fuel or electric bills
_____ Excessive noise
_____ Dirt or condensation around registers or vent
Internal Follow Up
- Completed Service Calls
- Open Sales Calls
- Inactive Customers
- Building and Mining your List
Networking
- Homeowner Associations
- Network Referral
Programs
- Lead Sharing Groups
Presentations
- Community Centers
- HOA Meetings
- Retirement Centers
- Community Service Groups
Shows
- Fairs
- Festivals
- Home Shows
- Community Events
- Carnivals
Community Service Clubs
- Lions Club
- Optimist Club
- S.E.R.T.O.M.A.
- Rotary
- Chamber of Commerce
- Boy Scouts
- Girl Scouts
- Athletic organizations
Cause Marketing
- Food or Gift Drives
- Donate Services
- % Of sales toward a worthy cause
- Secret Santa
- Meals on Wheels
- Services for the Needy
- Children’s Home
- Disaster response
- Tragedy Response
- Feed the Needy
- Clothe the Needy
- Fight a Disease
Press Releases
- Radio
- Television
- Community Announcements
- Newspapers
- Flyers
- Bulletins
Resource Assessments
- Controlling Calendar
- Benchmarks
- Tracking Mechanism
- Presentations Offers
- Scripts
- A letter or E-Mail
- Business Cards
- Mail Chimp Campaigns
- Social Media Set-Up
- Web Site Integration
- Yard signs
- Friends and neighbors packs
- Business cards
- Radius mailings
- An Attitude of Gratitude is essential for success
Attitude isn’t everything, but it is the first step. Nothing else works without a positive mental attitude. - People, in general, don’t like to be “sold”
They like to buy things. They are less likely to buy what they are told they “need” and more likely to buy the things they want. The key is to get them to tell you what they want by asking the right questions. You provide the leading information so they make their own decision based on what they want. - Better to let your customers qualify themself
By asking questions, listening intently to what they say, and establishing a list of goals instead of guessing at what you think they need. Focus on being interested in them. They will tell you what they need to see and hear to make a buying decision from you if you listen and pay attention.
12 steps that will help customers buy from you.
Step 1: Confirmation call
Call your customer ahead of time to confirm your appointment and get a sense of the type of customer you will be dealing with. Are they more relationship-driven or task-oriented? Adjust your approach accordingly to influence good working chemistry.
Step 2: Prepare to win
Your product is the customer experience. The better the experience you create for your customers, the more likely they will buy from you. You control the experience. Your Customer is in control of buying. Be where you are and focus on being interested in what your customer wants.
Step 3: Develop professional rapport
Your customer’s favorite subject is them-self. Break the ice with a sincere compliment or two and follow your customer’s lead. Get your customers talking about what they want. Be more interested in them by asking questions (What do you want to accomplish with your new system? How comfortable is your home when it’s extremely hot outside? What’s it like when it’s extremely cold? Tell me about that. How many years have you been dealing with this?) Listen intently to your customer. They will tell you what they want and what they need to see and hear to believe that what you propose will resolve the problems they want corrected.
Step 4: Establish a written list of goals with your customer:
When you are clear on what your customer wants and your customer is clear on what you will be resolving for them. You have made yourself relevant. You have differentiated yourself from your competition. Your customer will draw nearer to you because you’re interested in solving their problems.
Step 5: Establish an agenda with your customers.
This is where you take control of the process. Tell them what you need to do in evaluating the home and determining what it will take to accomplish everything on their list of goals and get a time commitment from them. Make sure you have the time to do your job.
Step 6: Evaluate the home.
Complete your evaluation. Make sure you know what your customer needs to see and hear to believe that you know how to solve their problem. This is your opportunity to customize your presentation around what your customer wants.
Step 7: Prepare your pricing options.
Four things make up the price. 1. Required system size 2. Code and safety insure 3. The type of system features your customer wants and 4. How much of the additional work makes sense for your customer in completing their list of goals. Layout four options including all additional work from Best, Better, Good and Base. Include the complete price minus discounts, rebates and credits, and a monthly payment projection. This format will give your customers the opportunity to buy. (if you give only 1 option you are trying to decide for them!) You will have the opportunity to explain the features of the system that will do the best job for them.
Step 8: Re-engage with your customer and tell your Company story.
- Explain your anchor value proposition
- Quality of employees
- Years in business
- Hiring criteria
- Licenses, insurance associations
Step 9: Review the systems design considerations
Show your customers all of the existing design flaws and connect those flaws to the problems they want solved. Show and tell them how you will accomplish everything on their list of goals.
Step 10: Determine if you have the dominant decision-maker before reviewing the price.
If the person you are presenting to tells you they cannot make a decision, attempt to schedule a time with all interested parties before establishing the price.
Step 11: Present options:
Work with your customers in building their system and let them buy it from you!
Step 12: Assume the sale and ask for the order.
