Sales Lead Dynamics

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Don’t Sell Your Services. Sell Your Results.

Sales Lead Dynamics

conduct audits for mid-sized manufacturing businesses so they can get bank loans. “In the factory we make cosmetics. In the drugstore we sell hope.”. Charles H. Revson, Founder of Revlon. Perfume is simply smelly (well, ok, pleasantly fragrant) water. But Revson imbued it with almost mystical powers. It could change your life. Don’t sell the features. Sell the benefits. Sell results. Right?

CPA 54

Find Your Business Development Comfort Zone.

Sales Lead Dynamics

Worse, he isn’t finding any new business. What business development activities do I enjoy? That will partially dictate your business development approach. Small Businesses/Professionals- There are many ways to reach local business owners and professionals (lawyers, accountants, consultants etc) who are prospects and referral sources. Business. Corporate.

Business Development Survey

Sales Lead Dynamics

I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? The questions pertain only to the business you personally generate. Referrals from your network? Additional work from existing clients?

Business Development Survey

Sales Lead Dynamics

I am conducting a short survey (Please see link to survey below) to find out how business owners and service professionals such as consultants, coaches, lawyers, and accountants get new business. What is your best source of new business? The questions pertain only to the business you personally generate. Referrals from your network? Additional work from existing clients?

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

Don’t Just Show Up. Follow Up.

Sales Lead Dynamics

Don’t Decorate With Business Cards – When you return from a networking event, immediately review the business cards you’ve collected. think we have some areas in common and might be able to help one another. I’d like to schedule a phone call to discuss our respective businesses. “70% of success in life is showing up.” ” Woody Allen.

How to Find Your Niche

Sales Lead Dynamics

It’s your profession/business (law, accounting, management consulting, investment advice, insurance etc) PLUS one or more of the following: Service (forensic accountant, turnaround consultant, Interim CFO etc). Client’s Target Market  (business owners, affluent individuals etc). Business Size (number of employees, revenues, etc.). Selling Businesses. Business Lawyer.

CPA 34

Prospecting Is a Marathon, Not a Sprint.

Sales Lead Dynamics

The key to success for these businesses has been their ability to create and manage effective systems to accomplish their goals. “. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). They don’t respond to emails.  And forget about a return call.  If they’ve never heard of you, they don’t know what you offer. They don’t know your reputation.

Do You Have a Brand?

Sales Lead Dynamics

also used to think that “branding” applied to consumer products, not to b2b businesses or professional services firms. Even in the b2b world, brand perception and brand awareness matter.   “ Your ability to acquire clients, increase profits and expand your business …. Value Proposition – Why clients do business with you.  I used to think a brand was just a logo. Now what?

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B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. detailed scorecard can measure the effectiveness of your business development effort and allow you to change course, if necessary. Let’s say you’re a business coach. It shows the results of your business development activities: closed deals, proposals, meetings. But that is only part of the process. You need more. 80%. 8.

For Effective Prospecting, Use a Scorecard.

Sales Lead Dynamics

When you’re looking for new business, keep score. detailed scorecard can measure the effectiveness of your business development effort and allow you to change course, if necessary. Let’s say you’re a business coach. It shows the results of your business development activities: closed deals, proposals, meetings. But that is only part of the process. You need more. 80%. 8.

Referrals: Give Before You Get

Sales Lead Dynamics

We all network for one reason: to find business.  If you don’t clearly understand Mary’s business or whom she wants to meet, your efforts will be for naught.  But guess what?  That’s only one part of networking. The other part is helping your colleagues.  Networking is a two way street. Don’t sit around waiting for a referral.  Give one first. Mary hasn’t given you an intro yet. 

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Networking is a Two Way Street

Sales Lead Dynamics

We network for one reason: to find more business. Clearly understand each other’s business. “Networking isn’t selling, marketing, or cold calling. It’s the development and maintenance of mutually valuable relationships. Don’t mix these things up.”. Scott Ginsberg , author of “Hello, My Name is Scott”. It’s not all about you. It’s tempting to focus exclusively on getting something.

Networking 101: Schmooze or Lose

Sales Lead Dynamics

As the old networking adage does, “ People do business with people they know, like and trust.”. The “know” and “like” parts come from learning about each other’s personal lives more than your business lives. You’ll never do business if you don’t like each other. We ended up discussing some business as well. Ideally, though, you will discuss business. Period.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

Nurture Your Contacts with the Right Touch

Sales Lead Dynamics

Help them find more business. How helpful could he/she be for your business? Your contacts are like plants. They need cultivation. Nurture your contacts well and good things can happen. They will give you referrals, and they might even become clients. Meet with them. Make introductions for them. Give them useful ideas. Send them information. Remember you when opportunities arise.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

Companies who are serious about shortening the time it takes for their sellers to crack into corporate accounts would be advised to establish a relationship with firms who specialize in aggregating business news and corporate data. This makes it much easier for seller to keep on top of the rapidly changing business environment. This is a quiz. Please call me at 123-456-7890”. Thanks’.

Your Business Has Changed. Adapt To The New World

Sales Lead Dynamics

Your R & R (Repeat & Referral) business is flowing in. We all must adapt to the new business climate. He points out that past clients, lost proposals, current clients, and networking colleagues, are sources of new business and/or referrals. How to make the business impact of your services clear so you can sell more with less buyer resistance. It’s 2006. Be Clear.

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Prospecting: Do What Comes Naturally.

Sales Lead Dynamics

Each has a different approach to looking for business. If you hate going to meet ‘n greet networking events, don’t do it. If you hate cold calling, don’t do it. If you hate blogging, don’t do it. If you hate public speaking, don’t do it. Do something you like. Better yet, do several things. And do them systematically. If It Feels Good, Do It. Prospects are posting comments daily. Schmoozer.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

What’s a “trigger event?”. Don’t worry. You don’t need a gun. Nobody shoots. trigger event is a change at an organization. It could be new management, a new product introduction, a merger, or a reorganization. Also, it could be dissatisfaction with a provider or program. These events often “trigger” a need.  dissatisfied executive needs a new…. fill in the blank.). You get the idea.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. But 38% got some business from speeches and writing.

What’s the Best Way to Get New Business?

Sales Lead Dynamics

How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. But 38% got some business from speeches and writing.

Do You Have a Brand?

Sales Lead Dynamics

professional brand has very little to do with appearances: logo, business card, color pallets etc. The real benefit of a brand is its ability to generate referrals and new business. Your prospects and referral sources want to do business with specialists, not generalists. But you can’t just tell your five best networking buddies and expect the business to pour in.

Queen of her Niche

Sales Lead Dynamics

Lynne Smith personifies the term “perpetual motion” She has a breathtaking array of business development activities. Her approach includes the three essential ingredients of an effective business development effort: A well defined niche. It shows how Lynne effectively mixes the business and the personal aspects of women’s lives. It’s not just business.

To Reach Your Sales Goals, Take Baby Steps

Sales Lead Dynamics

That means filling out your business development “scorecard” daily.  You’ve got big plans for 2012.This is supposed to be your break-out year. You followed my advice in For Effective Prospecting, Use a Scorecard and set detailed sales, networking, and marketing goals. What a year.  To make your goals you need: 150 face-to-face meetings, 500 phone discussions, and 150 networking events.

Eat Your Peas: Always Be Networking

Sales Lead Dynamics

In the good times, the phone rings and business just rolls in. And it’s a service professional’s and small business owner’s curse. Repeat after me: Where does my business come from? There is no time or need for systematic networking (or so we think). Why should you eat your peas (networking) when there is so much steak around (client work)? Because you’ll run out of steak.

Triumph of the Niche-Meister: A True Story

Sales Lead Dynamics

This individual has a very successful business. But it’s no coincidence that he also has a well defined (and very narrow) niche, a crystal clear message, and a 24/7 business development machine. Also, he is frequently interviewed in major business publications such as BusinessWeek and Harvard Business Review.  I don’t know when (or if) George sleeps. But they don’t.

Publish or Perish. Become a Thought Leader.or Else

Sales Lead Dynamics

This can generate great new business opportunities and a recognized leadership position for your firm, all while possibly saving some money. “. That’s differentiated him from other employment attorneys while enriching his personal network and opening up new business opportunities’. In academia, it’s “publish or perish.” It’s getting that way in professional services, too.

The Three Keys to Successful Networking = Niche + Venue + Follow Up

Sales Lead Dynamics

Fred needs to bring in business for his new firm. One of his networking groups meets weekly at 7:00AM and is comprised of independent financial professionals and small business owners, many in the building trades. These people cater to individuals and small businesses, not to Fortune 1000 companies. And she had six figures of business in her pipeline. “. You’re toast.

Reach Prospects Via The Back Door, Not The Front.

Sales Lead Dynamics

They are also in the business of collecting contacts. Harry (not his real name) is an organizational development consultant I spoke to recently. He helps CIO’s (Chief Information Officers) complete IT projects faster by training employees to work together more effectively. Harry is an expert. He’s written two books. He has a valuable service. He has a good track record. Harry’s Next Steps.

The Phone Has Stopped Ringing. Now What?

Sales Lead Dynamics

All their business came via “R & R” (Repeat and Referral). Business flowed in. They don’t where to look for business. Source of Business. The need to sell the business. When times were good, many successful professionals didn’t need a well defined niche. They relied on their reputations and connections. The The phone rang. Then, the phone stopped ringing.

A Referral is a Gift. Be Thankful.

Sales Lead Dynamics

once neglected to thank a client for referring me a nice piece of business. Thank him/her if you get the business. If the referral results in new business, call “Tom” and send him a handwritten note thanking him profusely for his help. It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. His response: “ What’s next ?”.

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Avoid the B-Word (Budget)

Sales Lead Dynamics

often doesn’t work: Senior execs/business owners don’t have budgets for services they don’t know about. 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.

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Your Profile: The Key to Real LinkedIn Success

Sales Lead Dynamics

The result: fewer business opportunities. If they don’t understand that, You won’t get the business. After – “Seasoned entrepreneurial business expert in technology turnarounds; demonstrated   expertise in business reorganization and re-engineering.”. Your specialties i.e. business development, forensic accounting, team building, etc. It’s what you deliver.

Use “Trigger Events” to Get More Business

Sales Lead Dynamics

What’s a “trigger event?”. Don’t worry. You don’t need a gun. Nobody shoots. trigger event is a change at an organization. It could be new management, a new product introduction, a merger, or a reorganization. Also, it could be dissatisfaction with a provider or program. These events often “trigger” a need.  dissatisfied executive needs a new…. fill in the blank.). You get the idea.

Goat’s dairy is antimicrobial and is being examined to deal with diarrhea by locals

Sales Lead Dynamics

Sites contain: Material plants (good for start although not to get a job) Wikis (for practice as well as for discussing understanding) Websites (your own and other people’s – guest blogging) Business and other websites wanting material Information sites Professional sites. Modify Report Howto Be Described As A Skilled Content Author Skilled material authors develop written content for a living. You’ll be able to not write discontent on all kinds of issues, for all sorts of organizations, to medical and technological sites from common websites. Be disciplined. Essay

Dylan creator Michael Grey on being honored the title Physician of Words

Sales Lead Dynamics

Long lasting explanation could be, if you need to develop a pamphlet for a home-based or small business, and this is the firsttime treating such an enterprise, there are to making a pamphlet that gives the concept you need, several universal facts. 1. And remember: brochure individuals who’ve never been aware of your business or you do not desire to be presented for your requirements via a Ph.D. It’s really your very first time this and if you want to create a pamphlet, there are some common realities to bear in mind as you have the process. dissertation. 4. Essay

Scholarships with February 2015 deadlines

Sales Lead Dynamics

Crate advised People magazine this past year he is “under business supervision that is new and am pleased to state that I am existing for 2009, all taxes will soon be compensated including any to become motivated state taxes.” 2010 is finished. And with it, therefore disappear some memories that are poor. Regrettably for these superstars, a year doesnt’s start wash government tax-debt away. that is monetary that is net Listed here are 20 superstars who found themselves in big trouble with all the IRS a year ago. Yikes. Rowland owes $100K to the tax person. ” 1.

13 Ways to Get More Business

Sales Lead Dynamics

In my recent business development survey , some 84% of respondents said their best source of business was someone they already knew. Additional business from existing clients. There are indeed many ways to get new business from people you already know. This means you must explain your business clearly and stay in touch regularly. It’s a special kind of tree.