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) b) Get at least two referrals. (c) c) Get hired for a project. (d)

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. I 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.

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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.

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Scholarships with February 2015 deadlines

Sales Lead Dynamics

2010 is finished. 35 tax liens allegedly compiled between 2010 and 2003 in three different states. 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.

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. .

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.

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.

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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.

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.

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.

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.

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. A client may not know of opportunities at other companies. A networking colleague may not really understand what you do or be able to spot opportunities for you.

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…….

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?”

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.

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.

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!

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.

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) b) Get at least two referrals. (c) c) Get hired for a project. (d)

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.

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.”

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.

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. .

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.

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.

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.

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.

“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? 5 Different Ways to Drive Leads , about Ted, a cold-call phobic financial consultant.

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.

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. A 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.

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. .

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.”

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.

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?

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. 36) I hope you had a successful and productive 2010.

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

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!

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

Webbiquity

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.

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