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One lucky participant

Lead Sheets: Turning Contacts into Contracts - Finding, Bidding, Selling & Closing By Les Cunningham CGC, CR*, CCR*, CGRa http://www.businessnetworks.com 800.525.1009 x14 *A NARI Certification. One lucky participant.

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One lucky participant

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  1. Lead Sheets: Turning Contacts into Contracts - Finding, Bidding, Selling & ClosingBy Les CunninghamCGC, CR*, CCR*, CGRahttp://www.businessnetworks.com800.525.1009 x14*A NARI Certification

  2. One lucky participant • Will win a book by author Jim Fisher about how to set ones business up for sale and developing an exit strategy. • Jim Fisher owned a remodeling company for over 25 years, sold his business for a handsome profit, and is now working as a facilitator for Business Networks. 2/52

  3. Basis of my information: It will offer you a different perspective thatmay lead to significant results for you personally and corporately. • Business Networkscompanies • a. Hands-on review of their numbers • b. Participation in the major associations • c. One-on-One consulting • d. Owned and operated my own business for 15 years • e. Won 15 C.O.T.Y. awards in a 7 year period. 3/52

  4. On the next screen you’ll see… • Two very educated pilots are going to take off in a 20 million dollar plane under severe clear conditions. They are going to encounter an unexpected obstacle in their path. They’re going to lose their only engine. Each pilot will try to start the engine, but both attempts will be unsuccessful. They will then exit the aircraft. The aircraft will then crash and become a pile of scrap. • Bottom line: Stuff happens • And now, the Stuff happens Video….. 4/52

  5. Your Expectations... 1 /Name 2 /Name 3 /Name What are your expectations of this seminar from what’s been advertised? (Need a Volunteer) 6/52

  6. What’s a Lead? ? • ANY Request of Your Company. • What Triggers a request. • Increase What you want. (Profit) • Stop what you don’t want. (Loss) 7/52

  7. Do you use a Lead Sheet? • Should be used on ANY request of your company • Every Telephone Location • Manual vs. Computer 8/52

  8. Step 1:What Basic Information do You Need? See Handout #1 To create your Lead Sheet, start by adding the basic contact information you want to collect. 9/52

  9. Step 2:What information can you use to qualify potential jobs/clients? See Handout #2 10/52

  10. Step 2:What information can you use to qualify potential jobs/clients? Add the lead sources you would like to track (where your work comes from). 11/52

  11. Step 2:What information can you use to qualify potential jobs/clients? Project Information should contain project details that will allow you to determine the quality of a lead. 12/52

  12. Step 3:Add “Qualifying Points” to Previous Qualifying Questions? See Handout #3 13/52

  13. Step 3:Add “Qualifying Points” to Previous Qualifying Questions? Start by guessing how many points each bit of information should receive. 14/52

  14. Step 4:Gather Data a. Fill out a lead sheet on all of your past jobs. 15/52

  15. Step 4:Gather Data -6 Use the points you added to the form to rate your completed jobs. 7 5 9 -3 4 0 4 0 0 4 4 0 16/52 -6

  16. Step 4:Gather Data a. Fill out a lead sheet on all of your past jobs. b. What’s yourmost profitable job point number? 17/52

  17. Lead Sheet Report Card System 1. What questions do you need answered to be able to decide whether or not you want the job. 2. Does the Lead Sheet say “yes?” 3. Do you want this job? 4. As you approach the “close” you must make decision to leave or land/ “close” the sale 18/52

  18. Inflight.Landing.System. Your Company Your Company Leave Land/ “close” Your Company Decision Height Leave or Land / “close” 2 Miles 5 Miles 19/52

  19. Where are you hiding YOUR Treasure Chest of Past Jobs? • Go and find your past jobs. • Fill our a Lead Sheet on each one. • Determine the Magic Number (i.e. 40) 20/52

  20. Bidding Once you have determined the leads that you want to pursue, how do you get your name out there as a contender for the contract? (Marketing and Advertising) 21/52

  21. First “Free” Appointment Non-Qualifier uses Red ink.Non-Qualifier is worth $20/hr. 15 min = $5 22/52

  22. Second “Free” Appointment • Qualifier returns call, confirms information, adds new information. • Decides IF the relationship continues. 23/52

  23. Second “Free” Appointment Qualifier uses BLUE ink. Qualifier is worth: $400/hr 15 min = 100 24/52

  24. “Wimp Junction” Their Way Your Way 3rd “Free”/Fee Appointment? ($800/$905) 2nd “Free” Appointment ($100/$105) 1st “Free” Appointment ($5) The point at which you go down your road or the client’s road 25/52

  25. (You know) (You know) Third Appointment? ? “Free” or Paid? When do you say no? 26/52

  26. How Many “Free” Estimates canYOU afford? (YOU know) ? 27/52

  27. Lead Sheet Setup Recap 1. Do you have the information on hand or must you start from scratch? 2. Where are you hiding your treasure chest of past jobs? 3. Fill out a lead sheet on each job you’ve closed. 4. Determine your magic number. 5. Consistently re-check your magic number. 28/52

  28. Leads,Bids &JobsWhat’s the Relationship? How many leads, bids, and sales did you have in 2007? 29/52

  29. For Every100 Leads 47 Bids 28 Jobs Leads, Bids and Jobs What Are Your Numbers? 30/52 Source: 2006 Business Networks Industry Averages

  30. Where Do Leads Come From? Jobsite Signs Newspaper Ads Arch./Designers Other Past Yellow Clients Pages What Are Your Numbers? Source: 2006 Business Networks Industry Averages Referrals 31/52

  31. Where Do JOBS Come From? Jobsite Signs Newspaper Ads Yellow Pages Arch./Designers Other Past What Are Your Numbers? Referrals Clients Source: 2006 Business Networks Industry Averages 32/52

  32. Where Do DOLLARS Come From? Newspaper Ads Jobsite Signs Arch./Designers Yellow Pages Other Past Clients What Are Your Numbers? Referrals Source: 2006 Business Networks Industry Averages 33/52

  33. Are your dollars not matching your lead sources? • An item that can often be over looked through this whole process is the technique you use during sales. • Does anyone in the audience have a memorable story about one of their selling methods? 34/52

  34. What do Contact Manager Programs do? • Keep track of all your clients (name, address, phone, etc. • Simplify record keeping for each client • Act as a “to-do” list to keep things from falling through the cracks. • Help you stay in contact with your potential clients/Marketing processes • Help organize production 35/52

  35. What Features Should You Look For? • The Good Programs will allow you to: • Customize fields • Customize reports/letters • Group customers with similar interests/needs • Mail-merge with a word processor • Send email and faxes through the system and record that activity in each client’s notes & history • Import and export data to/from other programs 36/52

  36. What Features Should You Look For? • The Good Programs will provide you with: • Good Customer Service (not on the owner’s cell phone) • Big enough market share • There are classes available in local areas for staff to learn the program (local community college, office training facility, etc.) • There are lots of add-on programs to customize for your industry (so you don’t have to do it!) • There are other add-ons for special features (like emails in HTML, synchronizing with other computers, linking data to other programs like Quickbooks, etc.) 37/52

  37. Software Suggestions • Here are some software suggestions: • Excel (not the best choice) • Outlook • Act 38/52

  38. Excel database Manager

  39. Outlook Database Management

  40. ACT Database Manager

  41. Tracking your own company data is a valuable tool to provide you with validated information to make a decision. The only one that can do that for you is you and your team (if you have a team). 42/52

  42. Examples of How a Contact Tracker Can be Used in Decision Making: • Track on your lead sheet where your lead source is (referral, yellow pages, print advertising, etc.) • Create a report of this information that can be sorted by size of job, source, type of job, etc. 43/52

  43. Or …. Close ratios for Salespeople How do your salespeople stack up in different categories of sales? Repeat Referral Yellow Pages Cold Calls 44/52

  44. If you standardize and computerize your treasure chest of information you can get a better handle on how you spend your hard earned marketing dollars. 45/52

  45. Sandler Sales Institute Separate the tire kickers from your actual client Jim Stephens Sandler Sales Institute jim@strongholdconst.com 877-879-3367 46/52

  46. You are always being referred... ...the question is which direction? 47/52

  47. The Real Closing Rates Bid Close Rate Lead Close Rate 100% 80% What Are Your Numbers? 60% 40% 20% 0% Past Other Referrals Clients Sources 48/52 Source: 2006 Business Networks Industry Averages

  48. Closing is just the beginning…. Potential Job potential Job Job Job Good Marketing Business Development is an ongoing process Job Marketing Business Development is usually done when business is slow. This usually stops when one is busy.

  49. Use your lead sheet to start the process again WITH SOFTWARE. 50/52

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