Download - Sarasota Manatee BIA: Sales Warrior Rally
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1. RELEVANT
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Selling has not changed
@MeredithCSP #SalesWarriors
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Buyers have changed
@MeredithCSP #SalesWarriors
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90% Used Internet to Search For New
Homes
2013 Digital House Hunt
72% Began Research with a Google Search
SalesForLife.com, Sept 2014
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70% of consumers actively engaged in social media have made a purchase as a result of being
connected online.
Business Wire, Nov. 2012
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80 - 90% of buyer’s decisions are influenced by online reviews
SalesForLife.com, Sept. 2014
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“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human
@MeredithCSP #SalesWarriors
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R.I.P. Sales Funnel
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Hello Buyer’s Journey
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The Buyer’s Journey: The research and decision making
process buyer’s use to make a decision.
@MeredithCSP #SalesWarriors
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Your Job: Meet Them On Their Journey
#FANaticalSelling @MeredithCSP
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11 Searches Prior to Taking Action
24% Take Action Same Day
2013 Digital House Hunt
40% Take Action 120 Days
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Engage Later in the Journey
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Informed
Empowered
Invested
Expectations
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FANS
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2. INSIGHTFUL
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Context: Explains WHY content matters
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Content Without Context Doesn’t Add Value
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Put This Content Into Context:
“Our homes have an average HERS Score of 55.”
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3. CURIOUS
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Discovery #1 Stage of Buying Journey
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The Fan’s Journey
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How do you know what phase of the journey they are in?
By the questions they ask you!
@MeredithCSP #SalesWarriors
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What size and type of homes are in this
community?
What energy features do you
have?
Do you have any homesite left that you can build the
model on?
@MeredithCSP #SalesWarriors
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Discovery #2 Purpose of Conversation
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What’s the mission today?
@MeredithCSP #SalesWarriors
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Discovery #3 What Information is Known
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What do you know about our community so far?
@MeredithCSP #SalesWarriors
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4. NURTURING
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The Follow-Up Disconnect
23%
53%
18%
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CRM = Cash Recovery Machine!
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The Best CRM…Is The One You Use!
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Stop Checking In…
Start Adding Value!
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Nurturing Relationships ✓ Care Enough ✓ Follow-Up ✓ Follow-Through
“I was thinking about you…”
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“You can pretend to care, but you can’t pretend to show up.”
George L. Bell, Civic Leader, Father of Eight, 1927 - 2007
@MeredithCSP #SalesWarriors
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Share Idea/Insight
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“We talked about the importance of an open concept, so I thought
you might be interested in…”
@MeredithCSP #SalesWarriors
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Solve a Problem
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“You mentioned a concern about selling your home, so I
thought I would share…”
@MeredithCSP #SalesWarriors
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Ask A Question?
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“How do you envision using the loft space?”
@MeredithCSP #SalesWarriors
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$20 Each, Reg $24.95 TODAY ONLY
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Text WOW
to 44144
Or, just bring me your biz card!
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TEXT WOW to 44144
@MeredithCSP
@MeredithsShoes22
Facebook.com/MeredithCommunications
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5. SUPER FANS
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#SUPERFAN
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IT’S NOT ABOUT YOU✓ Stop Talking
✓ Start Listening✓ Know Your Fans
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Remember Your Why
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Remember Their Why
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Beautiful Life
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What’s Your #FANFACTOR?