| | | Sales Lead Dynamics | |  Interactive | 8 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD DYNAMICS SEPTEMBER 24, 2012  Find Your Business Development Comfort Zone. Likes to interact face-to-face. Fred the consultant has been Tweeting, Friending, Linking in, and blogging. He’s also trying to set up a webinar and podcast series. In the past week, he’s had five one-on-one networking meetings and attended six local events. And now he wants to give workshops. Fred is dizzy from all this activity. Worse, he isn’t finding any new business. Target Market. | SALES LEAD DYNAMICS OCTOBER 3, 2011  Networking Venues: Fish Where the Fish Are good approach is to make a list of the types of people who sell to CMO’s or who interact with CMO’s. Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). Searching for prospects and referral sources, he decides to go to a local chamber of commerce event. They don’t know any CMO’s. It’s just a blur. | | | | | |
| SALES LEAD DYNAMICS SEPTEMBER 15, 2011  Prospecting: Do What Comes Naturally. Likes to interact face-to-face. 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. Rather than calling prospects, she connects via her blog. Schmoozer. | SALES LEAD DYNAMICS JULY 25, 2011  Referral Partners Feed Each Other. Find Some. An accountant may know the head of training but may have little interaction with that person. Your clients and networking buddies are not necessarily your best referral sources. They may not know of opportunities. They may not always remember you. They may not even understand what you do. Referral partners are different. They are non-competitive professionals serving the same market. | SALES LEAD DYNAMICS FEBRUARY 23, 2011  Reach Prospects Via The Back Door, Not The Front. Harry’s potential referral sources are other professionals who sell to or interact with CIO’s. 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. | SALES LEAD DYNAMICS FEBRUARY 11, 2011  The Three Keys to Successful Networking = Niche + Venue + Follow Up b) scheduling next steps and (c) documenting all interactions. Fred (not his real name) is a lawyer I met recently. He is a litigator representing large companies, and he recently left a large New York law firm to become a partner in a small suburban firm. Fred needs to bring in business for his new firm. He’s networking like crazy. asked Fred where he got most of his referrals. Bingo! | | | | | | | |
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SALES LEAD DYNAMICS | MONDAY, OCTOBER 3, 2011  Networking Venues: Fish Where the Fish Are
good approach is to make a list of the types of people who sell to CMO’s or who interact with CMO’s. Fred has just left the corporate world and is looking for consulting assignments. He wants to meet Fortune 1000 CMO’s (Chief Marketing Officers). Searching for prospects and referral sources, he decides to go to a local chamber of commerce event. He meets a seemingly endless parade of mortgage brokers, financial advisors, insurance agents, graphic designers, small business bankers, chiropractors, massage therapists, and business coaches. They don’t know any CMO’s. It’s just a blur. Right. MORE >> -
SALES LEAD DYNAMICS | THURSDAY, APRIL 29, 2010  To get a referral from you do I have to paint a picture? Yup.
Ardath Albee of Marketing Interactions recommends creating “ Buyer Personas.”. 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”. Psychographics describe what the prospect feels, especially his/her pain. Start with the demographics. This is often publicly available information. Get as specific as possible. MORE >>
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