Greetings!
Happy Tuesday! We're going to dig in over the next 2-3 weeks on a topic that is under-used, and yet so easy to use to gain sales and grow your business. It's something that we all want, yet few actually pursue.
For the next couple of weeks we are going to study referrals. Study? YES! Sounds like there might be some homework assignments? YES! You won't get a gold star for doing it, but you may just get a "$" on your paper!
This is homework that you will enjoy so much that you'll find yourself doing it over and over again! So get out your trapper keeper, sharpen your No.2's and get ready to take some notes and have some fun!
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Generating the Best Kind of Leads
Increasing Sales the Smart Way
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In a way, sales flow
just like water - both follow the path of least resistance. The more obstacles
you remove from each, the better they both flow. Many people will read that and
relate it to anticipating and removing objections during a presentation or
while trying to close a sale. I say it starts way before that.
Improving your "sales flow" starts with
the potential customer you're working with. More specifically, it starts with how
you came to work with your potential customer. Let's take a look at a few
different ways you can come upon a new customer. Starting out, the bottom of
the sales lead pyramid is the cold call lead. A few reasons why this type of
lead is at the bottom of the lead food chain include: 1) they are very
hit-or-miss, usually they are a "miss"; 2) they carry no leverage of
prospecting effort - you trade one call for one lead, and; 3) no credibility
when they answer the phone or when you walk through their door.
The next kind of lead is the incoming
lead. This lead could be in the form of an incoming phone call, a lead card
that was returned from a mailing that was done, or someone walking into your
store. With this lead, there is some leverage as they initiated the contact therefore
at least having a need for your product or service. However, while they did
call on you, odds are they also called on 3-5 of your competitors as well.
The type
of lead that sits alone at the top of the lead food chain is...
Click here to for the best leads and how to get them!
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Helping YOU!
Answering Reader Questions
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Dear Scott,
I just started a business and am reading all the books I can on sales and marketing. I'm getting a lot of good ideas, but it can also be a little overwhelming, too. What would you recommend doing that would deliver the biggest bang for my buck to bring in both immediate and long-range customers?
Thanks,
Sean
Hi Sean,
Congratulations on the new business! Sounds like you are wearing a few different hats with your start-up. To your question, one of the best things you can do from day one is to provide your customers, and potential customers, with something of value before, after and outside of the sale. One way to do that is with an e-newsletter similar to this one. If you can work your way through setting up the newsletter template, it does not require any up-front costs. (If you can't set it up yourself, hiring someone to do it for you shouldn't really cost that much.) Plus, the cost to deliver e-newsletters is miniscule compared to other types of direct marketing campaigns.
In this new age of information and knowledge, one of the best and most effective sales tools you can develop is your e-mail list. Keep this in mind with everything you do and anyone you talk to. Whenever you have someone fill out an order form or provide shipping info, also ask for their e-mail address. If they call on the phone with a question, tell them about your e-newsletter and ask for them for their e-mail address. One thing to keep in mind as you are asking for the e-mail addresses is you also need to ask them for permission to be added to your e-newsletter mailing list. And with every e-newsletter you send, always provide a way for them to opt-out or unsubscribe.
Good luck with your new venture,
Scott
Do you have a question, challenge or opportunity that you'd like a little insight on? If so, e-mail it to workinghard@helpingusellu.com.
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Referring back to this week's article above, this week's question is...
"What is your favorite kind of sales lead to
work with?"
Your answers are and will remain anonymous, so...
Click here to submit your answer
Last week's question and results...
"What is the best business tip you received from you Mom while growing up"
Total Votes: 3
Think before you speak 1
Nothing nice...say nothing at all 0
Tuck your shirt in 0
Wear clean underwear 0
The Golden Rule 1
Other: Doing your best and learning from mistakes 1
Do you have a question you'd like to see in a future poll? If so, send it to me in an e-mail. workinghard@helpingusellu.com
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Wrapping Up
Well, I hope you picked up a few good ideas today and I look forward to being with you again next week. In the meantime, if you have a burning question, shoot me an e-mail and I'll shoot you a reply.
Helping You Sell You,
Scott Gillespie
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Copyright (C) 2009 Selling U, LLC - All rights reserved.
Would you like to reproduce this document?
Please call us at 989.546.7355 for written permission by Scott Gillespie before doing so.
However, go ahead and forward this to as many people as you want!
Selling U, LLC ~ 9825 E. Broomfield Rd. ~ Mt. Pleasant, MI 48858
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Contact Information
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Call us any time at
989.546.7355
workinghard@helpingusellu.com
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Quote of the Week
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"Even if you're on the right track, you'll get run over if you just sit there."
~ Will Rogers
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