always be closing webinar

Welcome to

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Always Be Closing

Always Be Closing#AskASI

Ask us questions!(we won’t bite,

promise)We will try to answer them in real time. If we don’t get to your question in the webinar, we will answer at the end.


Colin Roth Digital Marketing [email protected]

who are we?Ryan Law

Executive Director, Distributor Sales

[email protected]


mailto:[email protected]



By the end of this webinar you should be able to:• Know how to best communicate to

distributors• Have a solid follow up strategy• Learn more effective ways to pitch


Before we get started…


Poll: What is your sales strategy?

1. We do mainly cold calling (or outbound sales)

2. We just do inbound sales3. We use both inbound and

outbound strategies


Communicating with Distributors

22% of B2B organizations touch leads with lead nurturing on a weekly basis. [Source: MarketingSherpa]


Alignment of sales and marketing impacts revenue growth up to 3 times.[Source: Bulldog Solutions]


Nurtured leads make 47% larger purchases than non-nurtured leads.[Source: The Annuitas Group]


Contacting your prospective and existing customers every three months or sooner builds trust and professionalism and keeps 'top of mind' awareness.


Ryan’s Real-Life Example


The Follow Up

Research shows that 35-50% of sales go to the vendor that responds first. [Source: InsideSales.com]


80% of sales require 5 follow-up phone calls after the meeting.[Source: The Marketing Donut]


The best times to email prospects are 8am and 3pm.[Source: GetResponse]


• Great follow up for trade shows

• Write down two or three products they might be interested in on their business card

• Reference their website or social networks

Subject: Here’s the promo product I was talking aboutHey %%first_name%%,

Great meeting you; the ASI show was fantastic. Attached is a sample of a promo product with your end-buyers logo on it.

I had a look at your company website, it looks like you are into a lot of new wearable tech and we have a brand new LED bracelet you should check out too.

If you need anything else, do not hesitate to ask,Signature


• Use RE in subject line for the next follow up – makes it appear you have already had a conversation

• Reference when you last spoke, be direct in your questioning

• Remind them how sweet their products are

Subject: RE existing subject lineHey %%first_name%%,

When we spoke last Tuesday, you said you were interested in hearing more about our wearable products but I haven’t heard back yet. Let me know where we stand so your end-buyer can have the best product for the new year.

Signature


Pitching

After a presentation, 63% of attendees remember stories. Only 5% remember statistics. [Source: Dan & Chip Heath]


The most memorable part of a presentation is the last 5 minutes.


Ask for Referrals

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.[Source: Dale Carnegie]


Customers are 4x more likely to buy when referred by a friend.[Source: Neilsen]


1. Break down the goal of the ad

2. Don’t make marketing that complicated

3. Think about the profiles of your customers

• Ask how the sale went: If the customer is happy ask for a referral – or a supplier rating at www.asicentral.com/supplierratings.

• If it did not go well – ask what the problem was.

• If you do either one of these the likelihood of a referral increases exponentially.

Easy touch point after a sale


We will spend the remainder of the time

answering your questions!

That’s all Folks!

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