Introduction 
In this article we will talk about important sales terminology that would help you navigate the trainings and understand the sales steps.

Important Sales Terminology 

• Foot In The Door Strategy - this technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. In our setup, it’s a FREE offer that gets the prospect interested in the next proposition. For Bright Social the FREE Value offer is a Free 30 post package

• Value Proposition - an innovation, service, or feature intended to make a company or product attractive to customers. In the case of Bright Social, it’s the Free Social Media Content

• Trust Trigger Offer - The moderately priced, one-time irresistible offer that builds trust and relationship between the agency and the prospect. For Brighth Social the Trust Trigger Offer could be the Upgrade of Social Media Posts count from 30 to 60 and Syndication to Social Media Channels.

• Core Offer - a package deal providing residual income and including a higher-priced package. In the case of Bright Social,  the package includes a monthly Social Media Content Posting

• Warm Leads - 4 kinds of leads that the agency has a relationship with: 

  • Patrons of the Business (existing or past clients) 

  • Businesses that the agency has acquired the service from in the last 6 months 

  • Referrals

  • Personal Acquaintances and Networking Leads 

• Cold Leads - all the other leads that the agency doesn’t have any relationship with and is reaching out to them for the first time

• Decision Maker - the owner of the business who has the right to make financial decisions for the company

• GateKeeper - a person that controls access to something

Ex: "the primary-care doctor serves as the gatekeeper to specialists"

• Referral Base - a list of referrals collected during the Pre-Production Meetings 

• Residual Strategy - selling a package deal of social covers sets to be created and charged for on a monthly basis creating a residual income.

• Residual Income - automated monthly payments coming into the company without manual monthly work involved on their part

• Upsell Strategy - an offer to existing clients

• Closing Strategy - a free additional offer that helps to sell a bigger package or proposition. In the case of Rep Kahuna - a free Rep Kahuna set that can be added to a contract for other services.

• Leads - A sales lead is a person or business who may eventually become a client

• Cold Call is an attempt to engage a prospect (via a personal visit or a voice call) who have no prior knowledge about or contact with the salesperson making the call.

• Cold Email is the use of email to engage a prospect who has no prior knowledge about or contact with the salesperson sending the email.

• Conversion is the process of turning a target consumer into a paying customer

• Lead Generation is a set of activities aimed at generating interest around a product or service through various methods such as 

1. Social media content marketing;
2. Advertising (PPC, banner ads, Yellow Pages, sponsoring an event); 
3. Referrals (recommendations from existing customers and other people); 
4. Outbound marketing (cold email, cold calling), and 
5. Partnerships (joint ventures, affiliate marketing).

Lead Qualification is the process of determining whether a potential customer has the characteristics of your company’s ideal client (such as sufficient purchasing ability and a higher likelihood of buying your product).

LinkedIn is a social network for the business community.


Related Articles:

How to Get 1-1 Help
Four Strategies to Get You Hot Leads for Your Social Media Marketing Packages
How to Sell Core Offers and Make Residual Income with Bright Social
Sample Social Media Marketing Contract
What is the Social Content Recipe and How to present it
What Presentation Slides Can I Use for My Sales with Bright Social