Sales Lead Dynamics

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Networking 101: Schmooze or Lose

Sales Lead Dynamics

Schmooze or Lose is an expression I “borrowed’ from Susan Roane , a networking expert I interviewed in 2010.). This is a quiz. At your first face-to-face meeting with a colleague, your goal is to: (a)    Get a referral. (b)   Get at least two referrals. (c)    Get hired for a project. (d)   None of the above. If you chose (a), (b) or (c), you’re dreaming. Period. Schmooze or lose! Relax.

A Referral is a Gift. Be Thankful.

Sales Lead Dynamics

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.

Email 11

Avoid the B-Word (Budget)

Sales Lead Dynamics

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.


Scholarships with February 2015 deadlines

Sales Lead Dynamics

2010 is finished. 35 tax liens allegedly compiled between 2010 and 2003 in three different states. 5. And with it, therefore disappear some memories that are poor. Regrettably for these superstars, a year doesnt’s start wash government tax-debt away. For all your Average Person People who protest that the bass that is major is never gone after by the IRS, this list that is unofficial demonstrates the Treasury Departments net is definitely wide enough to some flounders. In ascending order on the basis of the portions Uncle Sam is owed by them they’re listed. Yikes.

To Get More Business Go For Singles, Not Homers

Sales Lead Dynamics

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.

Don’t Keep Your Referral Sources Guessing

Sales Lead Dynamics

Guess why you may not get as many referrals as you’d like? You keep your referral sources guessing. Your referral sources (networking colleagues and current and former clients) want to help. But they can’t if they don’t know what you’re looking for. You need to educate them.  . How Not To Get a Referral. We all know we’re supposed to regularly ask for referrals. You look vague. Tell Me A Story.

To Stay Visible: Be Understandable, Be Memorable, Be Credible

Sales Lead Dynamics

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. Be a Resource. You want to be known as an information resource. Your newsletter or blog with an invitation to subscribe. Be a Schmoozer.

Extra, Extra: To Get More Leads, Harness the Power of the Press Release

Sales Lead Dynamics

Once upon a time a press release was designed solely to get media attention. The goal was a (favorable) mention in print or on the air. The media were the messengers. Things have changed. You are now the messenger. With online press releases you can certainly reach the media. But, more importantly, you can reach your prospects and referral sources directly via the Internet. . Why Publicity Matters.

Don’t Let Prospects Pick Your Brain

Sales Lead Dynamics

Unpaid consulting is a service professional’s dilemma. If you don’t offer it, you may not get the business. If you do, you still may not get the business. And, worse, the prospect could “steal” your ideas. Set firm ground rules about what, if anything, you’ll give away. Otherwise, prospects will simply pick your brain. One way to avoid giving away too much is to offer an assessment or a diagnosis.

RoAne’s Law of Networking: Schmooze or Lose

Sales Lead Dynamics

In today’s high tech world we have many ways to communicate. We can text. We can tweet. We can blog. We can email. We can IM. And we can even yammer. But there’s one thing we can’t do electronically. We can’t schmooze. What is schmoozing? “ It’s Yiddish and it means easy -going, relaxed conversation. But it is the first step in any successful business relationship. She was terrific. conversation.

To Get More Referrals, Stay On the Radar Screen

Sales Lead Dynamics

It’s hard to predict when or from whom you’ll get a referral. But it’s a safe bet that you won’t get many if your contacts don’t remember you. You need to stay on their radar screens. I’m not talking about the people you see regularly. They’ll remember you. But there are probably dozens of people who would refer you – or, more precisely, introduce you – if they saw an appropriate opportunity.

Do You Sell Perfume or Do You Sell Hope?

Sales Lead Dynamics

“ In the factory we make cosmetics. In the drugstore we sell hope.”. That powerful statement is from Charles Revson, the founder of Revlon, and one of the great marketers of all time. Perfume is simply smelly (well, ok, pleasantly fragrant) water. But Revson imbued it with almost mystical powers. It could change your life. In two short sentences, Revson conveyed an essential marketing lesson.

Your Best Referral Sources Fish In The Same Pond

Sales Lead Dynamics

Don’t rely exclusively on clients and networking colleagues for referrals. They may not be your best referral sources. client may not know of opportunities at other companies. networking colleague may not really understand what you do or be able to spot opportunities for you. Your best bet may be other professionals who serve your market. You Want to Know People in The Know. His focus is elsewhere.

Are Your Voicemails Putting Prospects to Sleep?

Sales Lead Dynamics

“Hi, Mary, this is Fred Smith from XZY Consulting, a strategy consulting firm. We help clients develop more effective strategies. I’d like to talk to you about ways we could work together. Please call me at xxx-xxx-xxxx.”. Ssszzzzz………… Snore………Yawn…….Borrrring……. Borrrring……. Executives are bombarded with voicemail messages from vendors all day long. It takes time to listen to them. and delete.

Stop Talking. You’ll Get More Business.

Sales Lead Dynamics

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.

Blogging: Get Your Feet Wet First

Sales Lead Dynamics

I like blogging. It’s fun, and my blog has generated new business, useful connections, and speaking engagements for me. But it’s not for everyone. Before you launch your own blog, test the waters by participating on other blogs. Then you can decide whether to take the plunge. The Downside of Blogging. You can reach a large audience quickly, and repeatedly. Sounds like a no-brainer. But it’s not.

Don’t Baffle your Prospects with “Corporate-speak.”

Sales Lead Dynamics

What did he just say? Let’s touch base to arrange a little face time so we can appear fully engaged. Let’s be proactive, synergistic and leverage this thing. Better yet, let’s circle back and do a deep dive so we can empower a paradigm shift with a value added, team building, best of breed, Six Sigma, perfect storm that could go viral.  ……. Net-net:  It’s a win-win. Got it? . The ad is a spoof.

Use P.O.T.S. to Connect with More Prospects

Sales Lead Dynamics

New technology has given us a myriad of ways to reach prospects: social media, email, text messages, and instant messaging, to name a few. But the most effective way to connect with prospects is through 130-year-old technology. It’s called the telephone. Make that Connection! Telecom veterans refer to phones as P.O.T.S.: P lain O ld T elephone S ets. Yeah, yeah, I know we have cell phones now.).

Nurture Your Prospects. Don’t Drown Them. ……or Starve Them.

Sales Lead Dynamics

Your prospects are like plants. Give them the proper attention and they’ll grow (into clients). On the other hand, you can “drown” them with too much attention or “starve” them with too little. Determining the right amount of attention is tricky. It depends upon the stage in the sales cycle. The Right Touch. prospect ready to buy deserves a lot of attention. You’ve “ starved” her. You educate.

Don’t Turn Your Elevator “Speech” into a Commercial

Sales Lead Dynamics

You’re at a networking meeting. A woman asks you what you do. You respond “ My firm is the leading provider of best-of-breed, next-generation, cutting-edge, enterprise-class, end-to-end solutions. ” Her reaction is immediate… and predictable. She will either: (a) slip into a boredom-induced coma or (b) have a sudden and uncontrollable urge to run to the bathroom. Either way, you lose.

New Member of B2B Marketing Zone

Sales Lead Dynamics

I am pleased to announce that the Sales Lead Dynamics Blog is now part of the B2B Marketing Zone.  The “Zone” is a site that aggregates b2b blogs and also publishes a daily email digest of blogs.  I find the site and the digest very useful. In fact, I get many of my blog ideas from the “Zone.” I urge you to check out the site regularly and subscribe to the digest. It took only 62 years.

Sharpen Your Message: Offer Proof, Not Platitudes

Sales Lead Dynamics

I frequently hear consultants describe their results with phrases such as “accelerating growth,” “improving financial results,” “enhancing employee communications” and “building effective organizations.” . These are not results. They’re platitudes. CEO’s and business owners are not interested in platitudes. They are interested in one thing: making more money. That means more revenue or lower costs.

What Will You Say When He (or She) Pops THE BIG QUESTION?

Sales Lead Dynamics

In romance, The Big Question is “Will you marry me?” The answer is straightforward. It’s “yes or no”. In networking, the Big Question is “ What do you do? ” The answer is anything but straightforward. But you better get it right. Otherwise, forget about referrals.  . Many service professionals cannot clearly explain what they do. And how do you think your prospects will react?

Ka Ching! Making LinkedIn Pay

Sales Lead Dynamics

Most of us probably use LinkedIn as a networking tool. Using LinkedIn to make connections is good. Using it to make money is better. Marc Halpert can show you how.  . Meet Mister LinkedIn. An   uber-networker (and that is an understatement), Marc has been using LinkedIn for five years. He now has over 700 direct connections. These contacts, together, have over 100,000 connections.  He works at it.

OK. You’ve Found Your Niche. Now What?

Sales Lead Dynamics

What's Next? Last week I wrote about the essential ingredients for a niche: Target Market + Specialty.  Once you have those in place, it’s time to execute. Patrick McEvoy in 5 Steps Towards Becoming the Leader in Your Niche provides an execution checklist: Select one niche at a time. Craft a compelling message. Become the “ obvious expert ”. Create a “ Hit List ” of prospects. Cold Pizza, Yuck.

Your Niche: To Get More Clients, Get More Specific

Sales Lead Dynamics

It’s tempting to think that you have a niche if you have either a well defined specialty or a well defined market (industry, company size, geographic location etc). You need both. You can’t offer your specialty to all kinds of companies, and you can’t do everything for everyone in your market.  In either case you’ll fail. Your marketing effort will be unfocused and your message will be muddled.

Hate Cold Calling? You May Not Have a Choice.

Sales Lead Dynamics

I wrote last week about the alternatives to cold calling: Email, Online Events, Social Media. But guess what:  you may not have a choice. The Only Game in Town. Mike Schultz, publisher of Rain Today, and an expert on professional services marketing, argues in an article Cold Calling Works: You Just Do It Wrong that cold calling is one of the most effective lead generation tactics available.

“Make Cold Calls? I’d Rather See a Periodontist.”

Sales Lead Dynamics

Prepping for a cold call. If you need a shot of Novocain before you make a cold call, take heart. There is an alternative. . Kendra Lee, author of Selling Against the Goal , writes in “ Hate Cold Calling? Different Ways to Drive Leads , about Ted, a cold-call phobic financial consultant. Ted planned a detailed cold calling campaign. But then, guess what, he got cold feet. Ted Email. Online Events.

Referrals: Ask (Correctly) and Ye Shall Receive

Sales Lead Dynamics

It’s a safe bet that you won’t get many (or maybe any) referrals, if you don’t ask for them. But you also have to ask in the right way. So says Rochelle Carrington of Sandler Training. Rochelle works with service professionals (consultants, lawyers, accountants) salespeople, and business owners to improve their sales skills. For starters, says Rochelle, don’t call it a “referral.” introductions).

Eat Your Peas. Keep on Blogging.

Sales Lead Dynamics

For many of us blogging is like eating peas. We know we should do it, but we’d rather eat the beef i.e. do what we enjoy or what seems urgent at the moment. blog can be a powerful marketing tool.  But it requires a commitment to post consistently. That’s where the “eat your peas” part comes in. Position Yourself as an Expert. Can you really be an industry thought leader without a blog?

To Find More Clients, Use a Rifle Not a Shotgun

Sales Lead Dynamics

Many service professionals use the shotgun approach to finding new business. They offer multiple services in multiple markets. They fear losing business by not casting a wide net. They also like the flexibility and variety of working in multiple, unrelated markets.  . recen tly met with a service professional who did not want to be pigeon-holed. He wanted “variety. Other key points.

To get a referral from you do I have to paint a picture? Yup.

Sales Lead Dynamics

 I f you want more referrals, paint a picture of your ideal prospect. Otherwise, your referral sources (current and former clients and networking colleagues) won’t know what you’re looking for and won’t be able to help you. Focus on two elements: “Demographics” and “Psychographics.” Demographics describe what the prospect “looks like”. Start with the demographics. Get as specific as possible.

Referrals: Give Before You Get

Sales Lead Dynamics

“It is better to give than to receive.” Yeah, right. In your dreams. Actually, with referrals, it’s true. The best way to get a referral is to give one first. In fact, it doesn’t even need to be a referral. It can even be an article or just an idea. Your goal is to maintain visibility and credibility with your referral sources (current and former clients and networking colleagues).

Are You a Thought Leader? No, You’re a Guru.

Sales Lead Dynamics

I really don’t like the term “Thought Leader.” It sounds pretentious. Also, thought leaders sound like distant cousins of the “thought police,” those nasty characters in George Orwell’s book 1984. What is a thought leader, anyway? Most of us are experts in our fields. But few of us are gurus. What’s the difference between an expert and a guru? Gurus get more business. Writing articles. Spread them.

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011

Best of 2010 – 13 Twitter Tips for Increasing Engagement


2010 in Review! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. We’re posting the best articles from the year to help you get 2011 off to the right start! They set up their Twitter account, tweet a few times and wonder why no one responds.

Best Social PR Guides and Tips of 2010 (So Far)


Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years.

PR 53

Eloqua Experience 2010


This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). They are raving about Eloqua 10. Overall.

The State of the Blogosphere 2010

delicious b2bmarketing

Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.

The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

MarketingProfs Member Login | About Us | Members Benefits | PRO Members MarketingProfs Daily Fix Blog Home Marketing Resources Online Seminars Conferences Videos Research Store PRO Members Forum Blog Jobs Blog Home Archives RSS/XML Veronica Maria Jarski BIO 12.20.10 The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19, 2010. Those are a few of the favorites we found in 2010. They all are very entertaining, too.