Inner Circle Sales Lesson #4: Lead Generation
Your job will become easier once you stop trying to sell your wares. The protected secret among successful sales professionals involves this simple mind set.
If you concentrate instead on identifying “leads,” or potential opportunities you will uncover two worthwhile truths.
- You will begin enjoying your job more.
- You will sell more.
So, it’s your move.
Today’s Audio was taken from a former training class. I thought you would find it to be of interest. It might help you “think” about the many possibilities.
Generating leads can be thought of as the “fun” part of the business. Generating leads can be though of as the “lifeline” of the business. It doesn’t start with customers. It doesn’t start with prospects. It starts with a lead. A possibility. A chance.
Where you go wrong is when you go for the jugular right out of the gates. The smart path is to pursue leads. So the #1 question now surfaces. How can we generate leads? Meaningful leads? Leads that have a better than average chance of turning into clients? Profitable clients?
There are as many ways to generate leads as there are ideas. No one idea is the right idea and no idea is the only idea. The answer is to do what works for you and fits with your personality without breaking the bank or becoming a lead generation junky.
In this lesson we are going to touch on a number of ways to generate meaningful leads, the key word being “meaningful.” Names for names sake is a total waste of time and something I have little interest in teaching. You want “names?” Go buy a mailing list. (But not because I told you so.)
I was reviewing my archives the other day and stumbled on this recording. I think you will enjoy it if you find a few minutes to listen in.
EXERCISE: Go create your own parade.
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