Articles under ‘Generating Sales Leads’

Although cold calling may not be the most effective form of lead generation in terms of conversion rates, I would not rule out cold calling if you need to get some momentum in your business development. I have a client whom since biting the bullet and starting to make the calls has started getting loads more referrals. Weird eh?!!

He listened to the excellent free audios and videos on this site on cold calling by leading experts to learn some key strategies. We then worked out his approach and did some role playing and objection handling to help build his confidence.

Listening to the experts really got him to realise that his objective was to find people with the problems he can fix rather than try and push people into buying things they don’t really need. Once he had evidence that people with these problems were open to his solutions it took his motivation to a whole new level. It is as if the blinkers were removed from his eyes and now there is no stopping him! The enthusiasm has spilled over to his other forms of lead generation and the cash is beginning to flow.

I am sure he will take some of that cash and invest it in the excellent offline courses by the trainers on this site. However, the material was enough to help him make a breakthrough and start getting his business onto an even keel.

Job done!!

I am a big fan of Frank Furness. He is an international speaker and trainer in sales and is currently working in over 48 countries. Frank specialises in new business generation and the use of technology in generating leads. I regularly quote Frank’s saying that cold calling is the price you pay for not doing enough lead generation activity in other areas. In this recording Frank reveals 17 strategies for lead generation including some of the things you can do with online technology.

Frank puts the reason why people struggle to generate enough leads down to the fact that they typically only follow one or two strategies. They are also more focused on sales than lead generation. According to Frank, you can have the best sales technique in the world but if you do not get in front of enough of the right prospects then you will struggle. Conversely, you can be an amateur at sales and yet if you do enough prospecting then someone is likely to buy from you. Sure, work on your technique but once you have got leads coming in.

If you only listen to one audio on this site then make it this one! Frank provides a wealth of information and lots of references to free resources. I have to say that it is one of my favourite recordings and I will be listening to it myself several times to make sure that I am doing all 17 strategies.

When selling your services, reputation is everything. When you have a great reputation, prospects are more likely to listen to you and be interested in what you have to say. The reputation of products and services are just as important.

Not so long ago, the way to build your reputation was just through networking and publicity. It was time consuming and took a long time. With the internet, it is quite easy to build up a reputation relatively quickly and even easier to destroy your reputation at the click of a mouse.

There is no getting away from the fact that people will look you up on Google before meeting with you, whether for an important sales meeting or some other meeting. Either way, your reputation will be affected by what they discover about you online.

In this recording Nancy Williams, from online reputation management specialists Tiger Two, explains what it takes to monitor and cultivate your online reputation with the view towards lead generation.

Most businesses spend time chasing all over the place trying to find new clients when there are more than enough opportunities within a 30 mile radius of their offices. In this recording, small business marketing expert Rosie Hatton covers some of the marketing options for developing a thriving business in your local area.

Many people have asked me how I managed to set up this blog and the podcasts I do for next to no cost and that includes all the teleseminars and premium content. The answer is a lovely lady called Diane Corriette. Diane was mentored by some of the biggest names in internet marketing and is [...]

It seems that everyone knows what a sales pitch is and yet few know what is a good sales pitch except when on the receiving end of one! This article aims to demystify what is a key part of the sales process. Whether we like it of not, if we want someone to say yes then we need to do a pitch, no matter how subtle, or rely on our prospects to either be psychic or desperate enough to work it all out for us!

These are the six key questions I use when coaching people who are struggling with sales lead generation. You have to answer them all and in sequence.
1. Who is my target audience?
2. Where is their pain?
3. How do I take the pain away?
4. Why buy from me and not someone else?
5. What is my evidence [...]

On a recent free sales teleseminar, book marketing expert Sue Richardson from Word for Word was explaining to us why a good marketing plan is essential if you want to make writing a business book financially rewarding. Sue cautioned us not to expect to be able retire on the basis of the book sales. The financial spin-off opportunities, however, can be significant as long as you have something different to say.

The thought of cold calling fills you with dread. You need more leads. Surely there must be some alternatives! This e-book is the transcription of me being interviewed by journalist Chantal Cooke about how to generate leads without cold calling and is available for members.

We often fail to see things at the end of our nose …….
If you run a small business and your customers are predominantly individuals or SMEs then you do not need to look very far to find potential customers. Trading within your local community helps to build local wealth and strengthens the community.
Even if your [...]