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SALES LEAD DYNAMICS
SEPTEMBER 1, 2010
Stop Talking. You’ll Get More Business.
Your first meeting with Ms. BIG has just ended. Your slides (all 56 of them) were dazzling. You described your services in minute detail. Surely, you “wowed” her with your expertise. At the end, you half-expected her to say “Great presentation. When can we start working together?” Instead, she said “Thanks for coming in. We’ll call if we need your services.”. You just blew it. Be Prepared.
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SALES LEAD DYNAMICS
NOVEMBER 29, 2010
Avoid the B-Word (Budget)
Your initial phone call with Ms. Prospect is going well. She has a problem. You’ve convinced her that you can solve it. Now it’s time to see if she is really serious. You ask “What is your budget for this?”. Silence……… Then she says “I don’t have one.”. Prospect is flummoxed. So are you. You asked the wrong question. Worse, you may have killed the deal. Prospect is not only confused. process.
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SALES LEAD DYNAMICS
NOVEMBER 17, 2010
Specialize. You’ll Grow Faster.
 . Do you want to you want to grow nine times faster and be 50% more profitable than your competitors, and still spend less on marketing? I thought so. In that case, Lee Frederiksen and Aaron Taylor have one word for you: Specialize. These firms have a well defined target market and a well defined set of services. This clearly differentiates them. It’s simple. They attract and keep more clients.
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SALES LEAD DYNAMICS
DECEMBER 14, 2010
A Referral is a Gift. Be Thankful.
It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. asked Jay “Now, what do you say when someone gives you a present?” His response: “ What’s next ?”. He was supposed to say “ Thank you ,” of course. But you can forgive a five-year-old. Kids have a lot to learn. So do some adults. Referral recipients often act like five-year-olds. Acknowledge.
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SALES LEAD DYNAMICS
DECEMBER 8, 2010
To Get More Business Go For Singles, Not Homers
When wooing Ms. Prospect, you may be tempted to “swing for the fences” and propose a huge project. With a large project, you can solve all her problems. And then there’s the big fat fee you proposed. Don’t do it. You’ll strike out. Instead, start with a small project. Just get on base. Once you’ve proven yourself, you can go for doubles and triples. Eventually, you’ll cross home plate. If Ms.
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SALES LEAD DYNAMICS
OCTOBER 28, 2010
To Stay Visible: Be Understandable, Be Memorable, Be Credible
As a service professional, you have three major challenges in cultivating prospects and referral sources. Challenge #1 – They must clearly understand what you do. Challenge #2 – They must remember you. Challenge #3 – They must trust you. Now, it’s time to execute. Her advice, I think, applies equally to referral sources. Be a Resource. You want to be known as an information resource. Be a Pal.
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