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How to get leads. The easiest part of a professional sales persons job!
No matter what business you are in, or what product or service you are selling you must have people to talk to about your product or service. AKA: Leads.
I have worked with lots of sales professionals over my 30 + years, and early in on I bought into the common thinking about lead generation. But as I learned more, tested, retried, and most importantly noticed what was and wasn’t working for others, as well as myself I made several key distinctions that I want to share with you and hope it helps you with your business so your business will bless those it serves, your family and your community.
1. Most focus on lead generation is incorrect. It is like taking a telescope and focusing it on the moon when you want to see Mars. You have good equipment, and can see clearly, you just have it pointed in the wrong direction.
Lead generation starts with having a great story to tell. Not a fictional story, but more of a great documentary. Usually your story can be developed as you develop your proposal systems, and presentation books. (Both a topic of other posts I have made and will make).
If you have a good story, that describes clearly how your product or service will help someone else, and you can see it clearly using simple math, and terms then you develop your story into a mission.
It starts by caring about others. (I call this a back porch sales technique). Most can’t really pull this off as they can’t stop thinking about what they get if they make a sale. The key is to help no matter if you get paid or not. I count it as a “sale” when I leave a family or business better off for having met me.
Once you have come to this pure calm place where your sincere desire is to simply help make another person or businesses life better, easier, and more profitable then generating leads will become easy.
How do you start? Once you have your story ready to tell, you tell it. If you do this right, each person you tell your story to, will have more people for you to tell your story to. AKA referrals.
I have a lot of cool techniques and activities you can do using good lists, and sales systems to generate leads once you have your story ready. So please keep following my blogs, and podcasts I promise to share them with you. Also if anyone has a specific product or service that you would like my help with to develop leads for you, just reach out to me and I will respond directly here.
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12-14-09 Marketing is Salesmanship Put Into Writing!
12-8-09 Unnatural by nature made natural by repetition. That is one heck of a mouthful… Last night I was considering a training session I had, and one of the comments about how hard it is to stay on the phones, (Call Reluctance), or to ask for up-sales (like they do at Starbucks), or referrals.As I was considering these things I just thought to myself, “the reason these are hard to do it they are unnatural by nature” It isn’t natural to call 50 people that don’t want to hear from you to get 2 or 3 that “might” want to let you meet with them. There is nothing natural by our natures to ask people we barely know to give us the names of 4 or 5 others we might be able to help… As I considered this I realized there is very little about selling insurance or anything else for that matter that is “natural by our natures”. So the question became how come it is natural by nature for me? Or better how can I make the things I need to do to become a success a natural part of who I am. I mean it is great to read a motivating book, or take a salesmanship class, but how do you take the good ideas and turn them into daily natural actions? The answer is repeated exposure to the unnatural event, or substance, or thought process over time. This I believe is a very valuable insight. I am sure somewhere and maybe everywhere others if not everyone but me may know this already, but last night for me this became a known fact and one I can use in my life and business. So I thought I would share it… How do drug addicts become addicted to an unnatural substance to the point it becomes natural to them? Repeated exposure to the substance over time. How does a person become an attorney? And Insurance Broker? A __________... Repeated exposure to the substance over time. Interestingly most of us up and until today have by accident become who we are today, for better or worse. We have been exposed to a substance over time, and that substance has become our natural state. We don’t have to think about it or do anything we by chance have been exposed to the same thoughts, or ideas, or people over time and just are naturally the person we are today…. But wait! What if we could do this on purpose? I mean what if we could decide on changing who we are, how our business functions etc on purpose? What if you have a vision for your life, or business and 5 years from now you see who you want to be. (Goal Setting) This vision is much different than today’s reality. But it is who you want to become. Howe about;
Anyway, just thought this was a neat insight… There is a lot more I thought on this subject, but I don’t want you to see just how deep the “rabbit hole” is! Lol…. Make sure and check out all that I am up to.... Click here for a list of sites where you can find me.... http://www.gdiinsurance.com/followus
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2-13-08
Lets make a sale today! Here is where you start. >>> to the right click on the habitual sales process, then click on 1. Define Your Sale. Read through the material, and listen to the mp3. When you finish writing down what it is you are selling. Pick up the phone and start calling all your current prospects. (You have something new to tell them) Here is the deal. This is a site for salesmanship and marketing. Make no mistake if you arn't selling something everyday, (even selling a prospect on giving you an appointment) then you are not in the sales business. Which is ok, just admit it, and move on. If you sell for a living, and you think I can help then here is Salesmanship rule #1. You must sell something everyday you are at work. Heck, I sell something on my days off to. Everyone I meet is a suspect. Because I suspect I might be able to help them with a problem they are having. If you sell for a living you must sell everyday! Take an idea from my site, or a fellow salesmanship mastery student, (your fellow members) use it immediately as a reason to call a cold prospect, or call back the one that is "thinking about it". or make 100 hundred cold calls today. There is no reason to spend anytime at all learning how to sell if you don't take action immediately. How many times have you told your story today? The most important thing you can do is sell something everyday! It begins now! At the end of each day, ask yourself what have I sold today? Who have I helped today? |
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