| | | Sales Lead Dynamics | |  Leads | 34 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD DYNAMICS JANUARY 25, 2011  Prospecting Is a Marathon, Not a Sprint. Here is an example of a lead nurturing “campaign” from Brian Carroll of InTouch. Day 160: Prospect calls you: now a qualified lead! A key aspect of lead nurturing is the ability to provide valuable education and information to your prospects up front, to become a trusted advisor. Prospects are hard to reach.Very hard. They don’t answer the phone (Thank you, Caller ID!). | SALES LEAD DYNAMICS JANUARY 13, 2011  Your Business Has Changed. Adapt To The New World Step-by-step how to lead masterful sales conversations in any situation. It’s 2006. Your R & R (Repeat & Referral) business is flowing in. You’ve got more work than you can handle. Life is good. Fast forward to 2009. Your clients are gone. Your sales pipeline is empty. Your competitors are everywhere. Life is, well, not so good. Now it’s 2011. Life is (a little) better. Be Clear. | | | | | |
| SALES LEAD DYNAMICS NOVEMBER 17, 2010  Specialize. You’ll Grow Faster. Specialists focus on lead generation more than generalists do. Lee and Aaron theorize that their lead generation efforts stimulate referrals by creating awareness in the marketplace. . 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. This clearly differentiates them. It’s simple. | SALES LEAD DYNAMICS OCTOBER 20, 2010  Extra, Extra: To Get More Leads, Harness the Power of the Press Release Generate new leads by reaching buyers directly. 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. You may not be able to afford a PR firm. Why Publicity Matters. | SALES LEAD DYNAMICS DECEMBER 14, 2010  A Referral is a Gift. Be Thankful. You don’t know where the introduction will lead. 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. Update. | SALES LEAD DYNAMICS OCTOBER 28, 2010  To Stay Visible: Be Understandable, Be Memorable, Be Credible Day 160 : Prospect calls you: now a qualified lead 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. | | | | | | | |
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SALES LEAD DYNAMICS | TUESDAY, JUNE 12, 2012  What’s the Best Way to Get New Business?
Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 ) Cultivating their clients. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. The moral of this story: Be nice to your clients. And ask for the order: repeat business and introductions. The Sweet Smell of Success. at 32%. It asked what. MORE >> -
SALES LEAD DYNAMICS | TUESDAY, JUNE 12, 2012  What’s the Best Way to Get New Business?
Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 ) Cultivating their clients. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. The moral of this story: Be nice to your clients. And ask for the order: repeat business and introductions. The Sweet Smell of Success. at 32%. It asked what. MORE >> -
SALES LEAD DYNAMICS | WEDNESDAY, NOVEMBER 10, 2010  Are You Serving Your Prospects Nothing But Plain Vanilla?
Jill Konrath emphasizes this in How to Create Strong Value Propositions that Lead to Sales. “ … we strive to perform with excellence, while providing the most comprehensive service possible”. With such a spirit of collaboration present here, we know we can ……deliver exceptional service that is truly value-added. “ . We provide our clients with the highest quality … services, in a manner consistent with their objectives and cost concerns. “. We represent our clients with loyalty, zeal and professionalism. These are quotes from the home pages of various accounting and law firms. MORE >> -
SALES LEAD DYNAMICS | TUESDAY, OCTOBER 12, 2010  Don’t Let Prospects Pick Your Brain
Ideally, the diagnosis will lead to more business. 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. This could be paid or free. diagnosis could be a win-win. The prospect gets something of value at little or no cost. And stick to it. MORE >> -
SALES LEAD DYNAMICS | WEDNESDAY, AUGUST 18, 2010  Don’t Baffle your Prospects with “Corporate-speak.”
Leading Provider – What authority gave your company this designation? 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? . This monologue is not real. It is a humorous radio ad created by TDH Advertising for The Private Bank. To hear the ad, click here. MORE >>
- Find Your Business Development Comfort Zone. SALES LEAD DYNAMICS | MONDAY, SEPTEMBER 24, 2012
- 13 Ways to Get More Business SALES LEAD DYNAMICS | TUESDAY, JUNE 26, 2012
- New Member of B2B Marketing Zone SALES LEAD DYNAMICS | FRIDAY, JULY 16, 2010
- Don’t Keep Your Referral Sources Guessing SALES LEAD DYNAMICS | WEDNESDAY, NOVEMBER 3, 2010
- RoAne’s Law of Networking: Schmooze or Lose SALES LEAD DYNAMICS | WEDNESDAY, OCTOBER 6, 2010
- Referrals: Give Before You Get SALES LEAD DYNAMICS | TUESDAY, JANUARY 22, 2013
- Who’s on Your “A” Team? SALES LEAD DYNAMICS | FRIDAY, NOVEMBER 30, 2012
- Nurture Your Prospects. Don’t Drown Them. ……or Starve Them. SALES LEAD DYNAMICS | WEDNESDAY, JULY 28, 2010
- Use P.O.T.S. to Connect with More Prospects SALES LEAD DYNAMICS | WEDNESDAY, AUGUST 4, 2010
- Prospecting: Do What Comes Naturally. SALES LEAD DYNAMICS | THURSDAY, SEPTEMBER 15, 2011
- Sharpen Your Message: Offer Proof, Not Platitudes SALES LEAD DYNAMICS | WEDNESDAY, JULY 14, 2010
- What Will You Say When He (or She) Pops THE BIG QUESTION? SALES LEAD DYNAMICS | THURSDAY, JULY 8, 2010
- Networking Venues: Fish Where the Fish Are SALES LEAD DYNAMICS | MONDAY, OCTOBER 3, 2011
- Reach Prospects Via The Back Door, Not The Front. SALES LEAD DYNAMICS | WEDNESDAY, FEBRUARY 23, 2011
- Want More Referrals from Clients? Don’t Make Them Guess. SALES LEAD DYNAMICS | THURSDAY, JULY 19, 2012
- Don’t Turn Your Elevator “Speech” into a Commercial SALES LEAD DYNAMICS | WEDNESDAY, JULY 21, 2010
- “Make Cold Calls? I’d Rather See a Periodontist.” SALES LEAD DYNAMICS | WEDNESDAY, JUNE 2, 2010
- Hate Cold Calling? You May Not Have a Choice. SALES LEAD DYNAMICS | WEDNESDAY, JUNE 9, 2010
- Networking Venues: Fish Where the Fish Are SALES LEAD DYNAMICS | MONDAY, OCTOBER 3, 2011
- Hook ‘em with Ideas, Not Hype (Or Chutzpah) SALES LEAD DYNAMICS | WEDNESDAY, JUNE 22, 2011
- It’s Not an Elevator “Pitch.” It’s a Stairway “Conversation” SALES LEAD DYNAMICS | MONDAY, MARCH 28, 2011
- Eat Your Peas. Keep on Blogging. SALES LEAD DYNAMICS | TUESDAY, MAY 18, 2010
- Referrals: Ask (Correctly) and Ye Shall Receive SALES LEAD DYNAMICS | THURSDAY, MAY 27, 2010
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