Articles under ‘Generating Sales Leads’

To be even thinking of ROI when speaking with someone will almost certainly kill off any chances of something coming from it. Your attention needs to be focused on them rather than what benefit you may or may not get from the discussion.
To assume that you cannot measure the ROI of social interactions, however, is [...]

Imagine you are at a breakfast networking meeting. You go over and grab a coffee and as you are standing there, someone comes along and says ‘Hello!’
Do you politely tell them to ‘go away’ or do you say ‘hello’ back and start a conversation?

I had some heart warming news yesterday when someone who had attended my last Lead Conversion Masterclass told me excitedly how he had used one of the simple soft selling questions he learnt on the course and lead to a much bigger and smoother sale. He couldn’t believe how simple and yet powerful the approach [...]

How will your customers find you?

You may have the best products and services in the world but unless your target audience knows that you can take away their pain then you are unlikely to sell much!

Once you have got #1 -5 answered correctly then you need to promote your business in as many [...]

Where is your credibility?
How can you prove that you are able to take away their pain?
The best proof is having previous experience AND for them to be able to talk to existing customers.

Ask some of your customers to write you a testimonial.
Ask them if they would mind if they can be used as a reference.

Always [...]

Why you? (and not your competitors)
So far we have covered who your target audience is, where their pain is and how to take their pain away.
So Who Why You?
The more of a specialist you become the easier it is to become the ideal choice. What makes you a specialist? Write down all the reasons [...]

So far we have covered, who your target audience is? Where their pain is and today we are going to cover, how do you take their pain away?
So, how do you take their pain away?

How specifically do your products or services solve the archetypes’ problems?
What packages or deals could you create specifically for a [...]

Where is their pain?
Yesterday we covered, who your target audience is. We separated your target audience into categories. Today we are going to focus on their pain. If we can establish their pain it will make it easier for you to sell to them.
People generally buy to solve problems and unless [...]

There are 6 questions that I use to turnaround the sales fortunes of my clients.
Over the next 6 days I am going to share these questions with you to help you with lead generation. Follow each blog and I will help you to understand how to approach answering the questions.
Day 1: Who is [...]

There may be less work out there right now than there was but there is still work to be won. Many businesses that are struggling to find enough sales or their sales have plateaued do not realise that in their constant search for new clients they have been missing out on opportunities that they would [...]