Wednesday, April 21, 2010

Know the difference between a good lead and bad lead?

A prospective client approached me to help them improve their lead generation so I came up with some ideas to help them and others:

First, Have in place a solid process that helps you determine which leads deserve your full attention from the ones looking for information or possibly spying. There are a lot of time wasters out there so protect your limited resources.

Second, have systems that tells you what to do at different stages of buying cycle.

Third, make sure to evaluate your lead sources and conversion rate.

Fourth, if you have limited resources, focus your resources on areas that provide the best ROI (return on investment)

Fifth, Ensure you have your communication, backroom systems working properly.

Now, a bad lead includes someone who:
Never has a specific interest or need.
Will not invest any time or much time with you
Is indecisive or avoids providing specific answers to questions which you need to evaluate a solution fit or recommendation.
Never initiates follow-up
Doesn't keep promises
Doesn't ask about details which are considered buying signals.

Looking for Sales People / Independent Rep/ Agents. Don't waste your time.



Don't. Don't hire, recruit a sales person if your intention is to use them while knowing there is no money to be made. I have noticed some companies use sales people as a cheap way to promote their company or product. It will backfire.

A good sales person is motivated by money, and possibly been apart of something big. If they can't make decent living selling then they will not work for you. So I recommend a reasonable basic base + a great commission.

Sales people are not pawns...used and disposed of when ever you please. If you treat them like pawns, they are some that could inflict damages on your organization.


It's a partnership stupid!
Tuesday, April 13, 2010

Information, Education, Analysis = Power for Great Execution

Having a system in place which helps you gather, analyze information is critical to any business and doesn't have to be expensive. The benefit is a better, more effective marketing campaign, greater ROI, focused execution, efficient use of resources.

1 collect relevant info which empowers you to engage with customers.
What data do you need?
Where can you get it?
How often?
How will you get it?
What will you do with it?

2 Place security systems around consumers info such as controlling who has access. And monitoring transfers.

3 Analyze your information. The cheapest tool would be Excel, Database programs. or CRM (Customer Relations Management) software.
Applied correctly, analysis allows you to look deeper, refine segments and identify clues to the most efficient approach to success.

4 Remember to take peoples' privacy seriously. And put all measures to ensure credible and legal use of personal info.
Tuesday, April 6, 2010

Everyone wants to be heard but no one listens -very bad

I've always practiced that you can't start any relationship trying to sell someone. In the past I have reached out to some individuals and companies, to explore working with them, only to be ignored or giving a brush off. Now those same contact want me to listen to their pitch, refer them business, sell their product, etc.

Please don't waste my time. My advice to any business person or individuals, if someone reaches out take time to use it as a way to get to know them, introduce yourself, reconnect

The same applies to social media.

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