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Chris Smith - The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales

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The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales: summary, description and annotation

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If you need more traffic, leads and sales, you need The Conversion Code.
Neil Patel co-founder Crazy Egg
Weve helped 11,000+ businesses generate more than 31 million leads and consider The Conversion Code a must read.
Oli Gardner co-founder Unbounce
Wed been closing 55% of our qualified appointments. We increased that to 76% as a direct result of implementing The Conversion Code.
Dan Stewart CEO Happy Grasshopper
The strategies in The Conversion Code are highly effective and immediately helped our entire sales team. The book explains the science behind selling in a way that is simple to remember and easy to implement.
Steve Pacinelli CMO BombBomb
Capture and close more Internet leads with a new sales script and powerful marketing templates

The Conversion Code provides a step-by-step blueprint for increasing sales in the modern, Internet-driven era. Todays consumers are savvy, and they have more options than ever before. Capturing their attention and turning it into revenue requires a whole new approach to marketing and sales. This book provides clear guidance toward conquering the new paradigm shift towards online lead generation and inside sales. Youll learn how to capture those invaluable Internet leads, convert them into appointments, and close more deals. Regardless of product or industry, this proven process will increase both the quantity and quality of leads and put your sales figures on the rise.
Traditional sales and marketing advice is becoming less and less relevant as todays consumers are spending much more time online, and salespeople are calling, emailing, and texting leads instead of meeting them in person. This book shows you where to find them, how to engage them, and how to position your company as the ideal solution to their needs.
  • Engage with consumers more effectively online
  • Leverage the strengths of social media, apps, and blogs to capture more leads for less money
  • Convert more Internet leads into real-world prospects and sales appointments
  • Make connections on every call and learn the exact words that close more sales
The business world is moving away from belly-to-belly interactions and traditional advertising. Companies are forced to engage with prospective customers first onlinethe vast majority through social media, mobile apps, blogs, and live chatbefore ever meeting in person. Yesterdays marketing advice no longer applies to todays tech savvy, mobile-first, social media-addicted consumer, and the new sales environment demands that you meet consumers where they are and close them, quickly. The Conversion Code gives you an actionable blueprint for capturing Internet leads and turning them into customers.

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Table of Contents
Pages
Guide
List of Illustrations
  1. Chapter 1: Need More Leads?: How to Build Websites and Landing Pages That Consistently Capture Internet Leads
  2. Chapter 2: Writing the Perfect Blog Post
  3. Chapter 4: Advanced Facebook Marketing and Advertising Techniques That Generate Ready to Buy Leads
  4. Chapter 5: Simple Strategies (Beyond Facebook) That Drive Massive Traffic and Leads to Your Website and Landing Pages
  5. Chapter 6: How to Use CRM, SMS, and Marketing Automation to Immediately Turn a New Lead into a Hot Appointment
  6. Chapter 8: Need to Know Exactly What to Say to a Lead on the Phone?: How to Have a Perfect First Minute on a Sales Call with an Internet Lead
  7. Chapter 13: How to Pitch Using the Feature, Benefit, Tie-Down Technique and Identify Exactly When to Close
THE CONVERSION CODE
CAPTURE INTERNET LEADS
CREATE QUALITY APPOINTMENTS
CLOSE MORE SALES

CHRIS SMITH

The Conversion Code Capture Internet Leads Create Quality Appointments Close More Sales - image 1

This book is printed on acid-free paper.

Copyright 2016 by Chris Smith. All rights reserved

Published by John Wiley & Sons, Inc., Hoboken, New Jersey

Published simultaneously in Canada

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor the author shall be liable for damages arising herefrom.

For general information about our other products and services, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging-in-Publication Data is available.

ISBN 978-1-119-21188-4 (hardback)

978-1-119-21189-1 (epdf)

978-1-119-21190-7 (epub)

Cover image: Mike Mangigian

Cover design: Wiley

Internal Graphics & Charts: Mike Mangigian and Allie DeCastro

Edited by: Steve Smith

Introduction
How The Conversion Code Was Created

The Conversion Code is a new blueprint for marketers and salespeople that shows you how to capture and convert Internet leads into closed sales at the highest rate possible. Using my exact code outlined in this book, you will immediately get more website traffic and more Internet leads, but, most importantly, close more sales.

During the last decade, I worked inside sales jobs and have called more than ten thousand Internet leads. I even worked for two different billionaires: Dan Gilbert and Lou Pearlman. Gilbert is most notably the owner of Quicken Loans and the Cleveland Cavaliers, while Pearlman sadly/impressively made household names of Britney Spears, *NSync, and the Backstreet Boys. I've got a decent three-point shot and I love to sing in the shower, but they didn't hire me for those skills. Instead, I was an elite-level inside salesperson for their ten-figure organizations.

At Quicken Loans for Gilbert, I sold mortgages (when interest rates were over 7 percent and the housing market was crashing). At Fashion Rock, for Pearlman, I sold event vacations in Orlando, where talent agents were (sort of) looking for the next big thing. Like a pre-American Idol, American Idol.

At both companies, I sold over the phone from a cubicle (dialing for dollars Boiler Roomstyle), calling people who had requested more information online (or through a radio or TV ad). I was given a name, a number, and a phone. My job was to call the leads and close them, that day, including getting their credit card number. For the loans, I also had to get a contract signed and get the lead to give me their Social Security number over the phone within the first five minutes of the call.

In The Conversion Code I will teach you exactly what, when, and how to say things over the phone to people so that day in and day out you convince them to buy from you. In fact, the sales script in Section Three of this book works so well and is so easy for you to duplicate that it should almost be illegal (spoiler alert: some of what I learned at Lou Perlman's company actually was).

You will indeed feel like what you are learning in this book gives you an unfair advantage. It does. I often stop as I am teaching the code to remind myself that while it does feel amazing to be so good at inside sales that you can quite literally sell anyone anything, you also need a Spider-Man mentality: With great power comes great responsibility.

Taking what I learned doing inside sales (the legal and ethical parts) for Gilbert and Pearlman, I landed an outside sales job that included selling from the stage as a keynote speaker for Move Inc. Move is a publicly traded company now owned by NewsCorp (Rupert Murdoch's Fox News/Wall Street Journal empire) and is nearly a billion-dollar market cap company. To start, I drove to two offices each day throughout the state of Florida and sold CRM, websites, and other online marketing solutions to real estate agents. I had to leave the office with a signed contract or the sale went to the inside sales team and I didn't get the commission. I also spoke at national trade shows and conferences, again having to close that day or not getting a commission. Using my code, I won Move's Presidents Club Award in my first year, outselling their most seasoned reps, even though I had no experience in outside sales OR selling software.

It was during my time at Move when I started video blogging and using Facebook for business purposes under a brand I co-founded for them (with an amazing guy named Steve Pacinelli) called Tech Savvy Agent. Within no time we were getting 100,000+ page views per month and generating tens of thousands of Likes and Leads. Basically, I had only been a salesperson my entire life until I started Tech Savvy Agent. Now, I was a marketer too. And the leads I was generating were quality and they were closing

Next, I was hired to be a sales coach and public speaker for the inside and outside sales teams at DotLoop, a transaction management and electronic signature company. My official job title was actually Chief Paper Killer. As I taught DotLoop's sales team The Conversion Code you could see the lightbulbs going off. They left every sales coaching session lusting to get back on the phones. They would show up telling me they just needed help closing and they would leave telling me that my code was their best sales coaching ever and an immediate game changer. During my third year with the company, DotLoop was acquired for $108 million by Zillow Group. Not quite another billion dollar experience, but a nine-figure exit is not too shabby.

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