This presentation will show you how to increase referrals and close rates without adding work for your sales team. I used this approach to help a home performance contractor:
(1) Drive a 100% increase in referrals over 5 years - an average of 20% every year. (2) Boost their average close rate for all salespeople by five points - from 30% to 35%.
Here's the thing: To sell large projects, your salespeople have to spend time earning the trust of your clients. Don't let that trust go to waste if clients decide not to move forward right away. You have to stay in touch to maintain trust and get the call when it's time to do a project.
My approach combines marketing automation with a personal touch. I'll introduce two steps to roll out an effective long-term nurturing campaign, and you'll get a simple workflow that frees up your salespeople to do what they do best - close deals.
The best systems don't just run, they improve. I'll show you how to add a simple intelligence layer that tracks pipeline velocity, measures revenue influenced by your marketing, and tells you which marketing efforts are actually moving the needle.
Learning Objectives:
By attending this session, attendees will:
Explain the two-step follow-up system that produced a 5-point close rate increase and 100% referral growth, and articulate why each step works
Apply a consistent, low-cost nurturing workflow that runs without requiring sales team involvement
Use a pipeline intelligence framework to measure sales velocity, lead source ROI, and marketing-influenced revenue, and identify which marketing efforts are actually moving the needle
.jpg "Bill Hoelzer (he/him/his) photo")