The Art of Conversation was presented by Byron Ingraham at the Rocks Digital Marketing Confernece 2015.
These slides have been published with permission of the speaker. Visit http://www.byroningraham.com/ to learn more about Byron.
Visit http://www.RocksDigital.com to learn more about Rocks Digital. You can read the LIVE blog highlights of his presentation at http://rocksdigital.com/converting-prospects-into-customers/
2. Disclaimer
• Humor will be utilized during this presentation. However
adult language will be censored (Mostly). Entertainment
is provided as part of this presentation, smiles and
laughter will be left to your own discretion.
• Conversion will be the result of your attendance!
• Stretch your hands and be ready to take lots of notes!
• Audience Participation is encouraged!
3.
4. Overview
• Why Conversion Matters!
• Why Conversation?
• Defining Your Avatar
• Becoming A Client Magnet
• The Art Of Persuasion
16. The act or process of converting;
state of being converted.
17. Football. a score made on a try for a point after
touchdown by place-kicking or drop-kicking
the ball over the bar between the goalposts or
by completing a pass in or running the ball
into the end zone.
18. The deliberate process of actions taken to
convert a cold prospect into a raving fan
generating consistent referrals increasing
your business!
54. Sequential Marketing
• Message 1
• If opened within 24 hours send message 2a
• If not opened within 24 hours send message 2b
• Message 2a
• If opened within 24 hours send message 3a
• If not opened within 24 hours send message 3b
• Message 2b
• If opened within 24 hours send message 3a
• If not opened within 24 hours send message 3c
• Message 3a
• If opened within 24 hours send message 4a
• If not opened within 24 hours send message 4b
61. Examples
• Ads displayed to visitors of a particular
page on your website
• Ads displayed to people who haven’t visited
your site in over X number of days
• Ads displayed to people who looked at a
product on your site, but didn’t click the buy
button
67. Building Rapport
• Utilize questions to engage your prospects.
• Convey who you are!
• Convey why they should keep talking with you!
68. Uncovering The Problem
• What is keeping them up at night?
• What is holding them back from achieving their goals?
• Agitate the problem!
• Listen!
69. Agitate The Problem
• Remind prospects of the problem they are having.
• Make them aware how it is holding them back.
• Position them to want to know what solutions are
available.
• Listen!
70. Close The Deal
• Provide responses based on what prospect says!
• Value provided must be greater than potential investment!
• Ask for commitment!