Increasing First Appointment conversion Rate Final

PowerPoint Presentation: 

Increasing YOUR first appointment conversion rate Business Development Workshop

PowerPoint Presentation: 

Value ALL leads Actions for you to take TODAY Fundamentals Common mistakes Handling objections Increasing YOUR first appointment conversion rate

PowerPoint Presentation: 

Every LEAD generated, every REFERRAL received & every ENQUIRY made is sacred

PowerPoint Presentation: 

Have a strong passion for what you do Have a firm belief in yourself and in Cambridge Weight Plan SA

PowerPoint Presentation: 

Create a connection Build trust Create a call to ACTION Don’t sell the steak…… ......SELL THE SIZZLE!

PowerPoint Presentation: 

Value ALL leads Create a Connection Target the common enemy Get to the point Stop guessing and start listening Think about the client’s needs and how Cambridge Weight Plan can solve their issues

PowerPoint Presentation: 

Building Trust Show confidence in Cambridge Weight Plan products Share your Cambridge experiences Project an understanding and empathetic demeanour Refer to examples of REAL people Value ALL leads

PowerPoint Presentation: 

Confidence is persuasive Enthusiasm is contagious Provide an easy way to say yes Ask WHEN, not if ! Tempt them to begin their weight loss journey Offer free benefits Value ALL leads Create a call to ACTION

PowerPoint Presentation: 

Actions for YOU to take from TODAY

PowerPoint Presentation: 

Know the goal Craft a powerful experience Know your "A B Cs" Use technology Make it Personal Actions for YOU to take from today Steps to convert leads into clients

PowerPoint Presentation: 

Get the appointment! Actions for YOU to take from today Know the Goal Specific Measurable Achievable Realistic Time-defined S M A R T

PowerPoint Presentation: 

This is when it happens or it doesn’t Make your leads say, "Wow, that's amazing!“ Determine what your clients want, then give them that and more Actions for YOU to take from today Craft a powerful experience Decide beforehand how you will handle leads from all different sources You're the architect – Build something special!

PowerPoint Presentation: 

Assess your leads "A" leads : ready to start now "B" leads : plan to begin in the next month or two "C" leads : might begin in the next three to six months Actions for YOU to take from today Know your “A B C”s Don’t forget about the "Bs" and "Cs" - they're your future business.

PowerPoint Presentation: 

Past clients : Your best living adverts and success stories Present clients : Everyone in their environment is a potential client Future clients : Anyone struggling to control their weight Actions for YOU to take from today Nurture ALL your clients

PowerPoint Presentation: 

It’s not enough to simply be “part of the herd” You have to stand out in a meaningful and obvious way Actions for YOU to take from today Differentiate your business Discover how to position your business so that apples-to-apples comparisons with your competitors are difficult or impossible

PowerPoint Presentation: 

It’s available – use it Electronic Diary Automatic reminders Auto-responders Lead management CWP SA Weight Management tool Even though technology is clearly essential, remember: Cambridge Weight Plan SA is - at its very core - a people business! Actions for YOU to take from today Use Technology

PowerPoint Presentation: 

Incentivize leads with care Attract people whose only motivation is finding out more about CWP Freebies or enticements should be pertinent to what you sell Unrelated giveaways make it impossible to know what the prospect really signed up for Grade Each Lead using the 80/20 Principle Follow Up With Each Lead Proactively follow up Reinforce your USP (Cambridge differentiator) Actions for YOU to take from today Ensure leads are genuinely motivated

PowerPoint Presentation: 

Fundamentals

PowerPoint Presentation: 

Fundamentals Communicate Be calm, honest and open Offer information Avoid using labelling or judgemental language Offer Help Encourage the person to see the benefits of a lighter life .

PowerPoint Presentation: 

Fundamentals Clients’ reactions Be prepared for an emotional reaction:

PowerPoint Presentation: 

Handling objections

PowerPoint Presentation: 

Handling Objections It’s a good sign! They’re interested! Anticipate objections Be ready Cover all the vital objections BEFORE you meet Make a list of common objections Prepare your answers to each objection Base these on the BENEFITS that CWP provides Minimize Objections by raising them yourself Include them in your marketing material Be honest Ask questions to discover your clients concerns A ddress them immediately Check if anyone else needs to be part of the buying decision Include them from the beginning

PowerPoint Presentation: 

Common Mistakes

PowerPoint Presentation: 

Mistakes that may result in a missed sales opportunity: The consultant doesn’t take control of the situation The initial enquiry is incorrectly handled The potential client is not initially fully qualified The consultant only takes the "specification” The consultant fails to live up to the potential client’s expectations The consultant’s Sales Process is not planned The consultant doesn’t follow up 7 Common Mistakes

PowerPoint Presentation: 

Common Mistakes You don’t have control of the situation If you haven't defined or agreed upon the "next steps ," you've just lost control of the sales situation. If they've taken the time to call you, sent an online enquiry, or emailed you, then right now is the opportunity. Not tomorrow, not the day after, not next week, but right now!

PowerPoint Presentation: 

Common Mistakes The initial weight loss enquiry is incorrectly handled You don’t respond quickly enough Your prospective clients should be contacted within 6 hours of their enquiry

PowerPoint Presentation: 

Common Mistakes The potential client is not fully qualified to become a sales opportunity Take the initiative to email them information, give your potential clients the opportunity to learn more about you, Cambridge Weight Plan and share some of your success stories and testimonials Educate and qualify potential clients prior to your appointment People with no experience of Cambridge Weight Plan may be more difficult to convert into clients Someone who has heard from others or witnessed real results, are much easier to educate, inform and build trust and credibility with

PowerPoint Presentation: 

Common Mistakes You only take the "specification.” Poorly handled sales Only getting answers to the basic questions No interest expressed in the potential client’s : Motivation weight-loss history current weight profile buying ability reason for contacting you and CWP other information that would help secure the client’s business. Don’t just cross your fingers and hope

PowerPoint Presentation: 

Common Mistakes You fail to live up to your potential client’s expectations Lack of regular contact Irrelevant information supplied Make Cambridge brand as familiar and unavoidable as possible Be useful; interesting or entertaining Repetitive communication forms a bond which will build trust Rather OVER DELIVER and under promise

PowerPoint Presentation: 

Common Mistakes Your Sales Process is not planned Enquiries may be overlooked or lost Your response and follow-up process is not prepared and planned Pre-qualifying clients Explaining products & services clearly Standardising & automating Being confident of your knowledge Prepare standard emails and communications An introduction to Cambridge Weight Plan An introduction to you as an independent consultant Appointment confirmations (date, time, address and directions)

PowerPoint Presentation: 

Common Mistakes You don’t follow-up There's no excuse for this . "I was too busy,” "I got caught up with other things,“ "Well, they'd come back to me if they wanted it, wouldn't they?" Follow-up is FORTUNE!

PowerPoint Presentation: 

Workshop Session

PowerPoint Presentation: 

How did you respond to Mrs Baker & Mr Tyre-Kicker

PowerPoint Presentation: 

Mrs Baker

PowerPoint Presentation: 

Mrs Baker

PowerPoint Presentation: 

Have you established the following? How she discovered Cambridge Weight Plan (referral; google AdWords ; family; friend; advertisement; other) Her height and current weight. Have you calculated and advised her of her BMI? Existence of any medical conditions AND medications If she needs to get someone else’s co-operation Details of her home environment (family; eating habits; who prepares meals) Her motivation to lose weight now If she can afford to follow at least Step 5 Have you emphasised the Cambridge Weight Plan differentiator (USP)? Have you made an appointment? Mrs Baker

PowerPoint Presentation: 

Mr Tyre -Kicker

PowerPoint Presentation: 

Have you? Given him your address and directions Taken down his contact details (telephone and email) Told him how much cash to bring with him Told him NO ALCOHOL Inspired him to begin an appropriate Cambridge Weight Plan Step Explained that CWP is a journey, comprised of 4 phases and that the true goal is long-term weight maintenance Have you emphasised the Cambridge Weight Plan differentiator (USP)? Mr Tyre -Kicker

PowerPoint Presentation: 

To receive your workshop attendance certificate please complete the survey that follows this webinar presentation. Your feedback will assist us to present workshops with relevant and requested information.