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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Kendra Lee's book: "The Sales Magnet: How to Get More Customers Without Cold Calling".
This complete summary of the ideas from Kendra Lee's book "The Sales Magnet" explains that in today’s market, cold calling is dead. Instead it is more efficient to attract the attention of prospects using personal, digital and collaborative attractive strategies, and once you have their attention, then run the savvy sales campaigns to convert them into customers. This summary highlights the steps that you can follow to run a savvy campaign and boost your sales.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your sales knowledge
To learn more, read "The Sales Magnet" and discover the key to attracting customers with your strategies and sales campaigns.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 31
Veröffentlichungsjahr: 2014
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Book PresentationThe Sales Magnet by Kendra Lee
Summary of The Sales Magnet (Kendra Lee)
Book PresentationThe Sales Magnet by Kendra Lee
Book Abstract
MAIN IDEA
In today’s marketplace, cold calling is dead. It’s too much effort for too little return and you risk alienating the very people you want to sell to anyway. Instead of cold calling, try this:
Attract the attention of prospects using personal, digital and collaborative attraction strategies: Once you have their attention, then run savvy sales campaigns to convert them into customers: Run multiple campaigns and strategies all the time.About the Author
KENDRA LEE founded her own sales consultancy company, KLA Group, in 1995. KLA Group specializes in assisting small-to-medium sized enterprises increase their sales revenues. Before founding KLA Group, Ms. Lee sold hardware, software and services for IBM and other Fortune 500 companies where she consistently ranked in the top 1-2% of their worldwide sales forces. She has been a keynote speaker and is the author of Selling Against theGoal.
The Web site for this book is at www.TheSalesMagnet.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of The Sales Magnet (Kendra Lee)
1. Generate an ongoing barrage of prospects with attraction strategies
There are at least fourteen attraction strategies you can use to generate prospects. These attraction strategies naturally fall into three main groupings:
Personal attraction strategies are where the prospect feels like you’ve reached out to them to make a personal connection with them. This is a highly effective way to sell. There are five personal attraction strategies:
1. Email prospecting
Email is a great way to attract the attention of prospects. This is not, however, simply a matter of tracking down a huge list and doing a mass mailout. You want to use email to secure an appointment to start a discussion.
So how do you accomplish that? You send an email which is highly topical because it is tailored to specific events which are in the news. Start by personalizing the subject line so they don’t automatically delete it:
“Can we talk next Tuesday at 4pm?” or:“An idea for reducing your IT costs.”The body of your email should be brief (no more than three paragraphs with three or four sentences in each) and it must specify a simple way they can respond. You then include additional ways to contact you in the email signature.
To really increase your results though, don’t just send out one email in a scattergun approach. Run an effective email campaign based on a few concepts:
Send your prospects a personalized email every three days – and then rest once you’ve sent them four emails. Then wait another few weeks until another trigger event happens and repeat. Send the signal you’re a person, not an algorithm.Have some responses crafted and ready to go so you can respond quickly when they do come back to you.Have time blocked out in your schedule for in-person follow-ups before you email people, not once the responses start coming in. Be sure you can respond in an appropriate and timely manner. Make it appear you’re sitting at your computer writing to them alone.Craft your messages so they are personalized and succinct. Avoid overlapping or sending messages from two active campaigns to the same recipients at the same time.
