Articles Tagged ‘lead generation’

‘How to Sell Thin Air’…..That was the title of the workshop I ran for Ecadamist Mark Underwood’s excellent Business NLP Group meeting last night. Its a club to show the business applications of NLP and was well attended by people who run their own business and people that work in companies in a non-sales [...]

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 [...]

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 [...]

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 reg…Read the rest of this entry »This resource is only available to members. Please Login [...]