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Suggest You - Lead Generation Sins - 7 Of Them!
Web sites exist for essentially two purposes. The first is to provide information. The second is to sell. If your purpose for being online is to sell products or services, but you don't have tons of sales experience to fall back on, this article is for you!Selling is not some mysterious process that happens in smoke filled rooms or some gift you are born with. At it's core, selling is really finding out what people want and providing a way for them to get it. And you must take the buyer through a certain logical order before they will buy.Like almost any other skill, selling can be learned. Today we look at the five basic steps of a sale. After you finish reading today's article take a close look at your website, selling letters, ad copy and more to see if they take the buyer through these five steps. If not, take steps to make your copy stronger and measure the results.After going through this 'fine-tuning' process a few times you will have a web site that consistently makes sales and creates a reliable income for you. Now, the five steps of the sale.There are five distinct st
PLAY BALL! Baseball season has begun. All winter, teams have been making deals to acquire the best possible talent. However, star power alone doesn’t win a championship. As Babe Ruth said, “The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don't play together, the club won't be worth a dime.” Therefore, smart teams have spent spring training working on creating a team culture, developing team dynamics and molding their group of stars into a cohesive unit who will work together to win a championship this year.I had the privilege to hear Red Sox skipper Terry Francona speak about the 2004 championship Red Sox. He talked about how their historic and odds defying wins were as much about team chemistry and off the field team bond as it was about on the field talent and heroics.Companies can learn from this. When building their team, they need to examine how the talent they hire fits the culture they wish to build. It is hard to change individuals because most people don’t want to critically look at themselves and they hate change
How can so many businesses be missing the lead generation boat by such a long country mile?
Billions of dollars in profits, flushed away!
Just because of 7 innocent, yet deadly, tactical lead generation errors. Its nuts!
Now before I continue, let me just say that some of you who read this might find it upsetting.
I’m going to reveal some controversial ideas here. And yes, some of them are likely to fly in the face of many of the things that you’ve probably read & heard about lead generation, and come to believe.
But I urge you to keep an open mind.
At the very least, weigh this article without prejudice. When you’re finished reading, I give you full permission to thumb your nose, and go back to doing lead generation the way you’ve always done it.
“The 7 Sins”
Sales & Marketing on Separate Floors
This, my friend, is the cardinal sin.
Marketing guys sitting in an ivory tower, pontificating about company image & branding, and coming up with a bunch of award winning creative mambo that amounts to nothing more than pompous chest beating.
And everyone waxes poetic about how good the company looks, and finds an excuse for justifying the money pit with the orders that some dialing for dollars sales guys brought in against the latest “marketing promotion”.
Nobody seems to notice that the marketing “campaign” is lame & useless, and that it’s the sales force that is driving sales against the “promotion”. And sales stay flat, because the promotion is really nothing more than another way of packaging a discount.
Meanwhile, in another part of the building, the sales force is struggling to meet their numbers, and spending 80% of their time generating leads by leaving voice messages, and battling to finesse their way by gatekeepers, and showing up in lobbies unannounced because they happened to be in the area. Why? Isn’t that 6 or 7 figure marketing campaign supposed to put them in front of pre-qualified prospects, with a genuine need for what their selling, so they can help them to solve problems, and close business? Free Advertising On the Web
Do you ever wonder sometimes how you are going to get your website out on the internet so people can see it? Finding new places to advertise where nobody else does?With the internet being so overloaded with work at home jobs, business opportunities and regular jobs it's hard to come across new, undiscovered places to advertise. Here are 8 tips to help you get your website seen:1) Use message boards. There are lots of topics out there that you can talk about. Get to know people on the boards and introduce them to your company. The more friends you make the more they will trust you. Seek out boards on topics you enjoy. If you enjoy cooking, seek out cooking boards. If you enjoy music, seek out music boards.2) Get a banner/button made. Exchange links if you can. It’s all about FREE advertising.3) Plug boards. These are new to the advertising world. it’s a simple 88x30 button and you can submit it to a lot of work at home websites and other company websites.4) Articles. Submit your articles to message boards and article directories. If you are a subscriber to an ezine, consider submitting y
But I urge you to keep an open mind.
At the very least, weigh this article without prejudice. When you’re finished reading, I give you full permission to thumb your nose, and go back to doing lead generation the way you’ve always done it.
“The 7 Sins”
Sales & Marketing on Separate Floors
This, my friend, is the cardinal sin.
Marketing guys sitting in an ivory tower, pontificating about company image & branding, and coming up with a bunch of award winning creative mambo that amounts to nothing more than pompous chest beating.
And everyone waxes poetic about how good the company looks, and finds an excuse for justifying the money pit with the orders that some dialing for dollars sales guys brought in against the latest “marketing promotion”.
Nobody seems to notice that the marketing “campaign” is lame & useless, and that it’s the sales force that is driving sales against the “promotion”. And sales stay flat, because the promotion is really nothing more than another way of packaging a discount.
Meanwhile, in another part of the building, the sales force is struggling to meet their numbers, and spending 80% of their time generating leads by leaving voice messages, and battling to finesse their way by gatekeepers, and showing up in lobbies unannounced because they happened to be in the area. Why? Isn’t that 6 or 7 figure marketing campaign supposed to put them in front of pre-qualified prospects, with a genuine need for what their selling, so they can help them to solve problems, and close business?<
The non-profit Business Technology Open University - http://business-technology.us - offer a completely free MBA of Customer Relationship Management CRM. Its operations are supported by ads - content oriented - of companies, inside the texts of the lessons. However, Business Technology is totally independent and without any connection with any manufacturer or consultant.This course MBA of Customer Relationship Management CRM teaches the foundations of the administration of companies on the relationship with its external world, with the use of the modern information technology CRM, and its goal is to give you a general vision on what is now the CRM level.More and more in the next 5 years the companies will need a CRM Customer Relationship Management, that uses the new technologies (computers, Internet, communications, etc) in all types of relationships with the external world of the company.The Course presents a general vision of each one of the angles of a CRM, the computer system that actuate in reciprocity directly with the customers through voice by phone (and recognition of the voice, if necessar
This, my friend, is the cardinal sin.
Marketing guys sitting in an ivory tower, pontificating about company image & branding, and coming up with a bunch of award winning creative mambo that amounts to nothing more than pompous chest beating.
And everyone waxes poetic about how good the company looks, and finds an excuse for justifying the money pit with the orders that some dialing for dollars sales guys brought in against the latest “marketing promotion”.
Nobody seems to notice that the marketing “campaign” is lame & useless, and that it’s the sales force that is driving sales against the “promotion”. And sales stay flat, because the promotion is really nothing more than another way of packaging a discount.
Meanwhile, in another part of the building, the sales force is struggling to meet their numbers, and spending 80% of their time generating leads by leaving voice messages, and battling to finesse their way by gatekeepers, and showing up in lobbies unannounced because they happened to be in the area. Why? Isn’t that 6 or 7 figure marketing campaign supposed to put them in front of pre-qualified prospects, with a genuine need for what their selling, so they can help them to solve problems, and close business?<
If you’re like most business owners and self employed professionals you started a business because you have a particular talent, skill, or ability; not because you like to sell. And although some sales people do start companies, most business owners have no experience or training in sales.Let’s face it, no-one likes hearing the word no. The mere mention of the word sales conjures up all kinds of negative images like the ubiquitous used car salesman or the bait and switch tactics that television news shows are so fond of featuring. With all of these negative images around, it's no wonder that so many people don’t like selling.You may be naturally shy or lack self confidence. Or perhaps you never learned how to speak about your business in a way that compels people to buy from you. Regardless of the reason, if you run a business or work for yourself you’ll find it much easier to be successful if you sharpen your sales skills and get comfortable in this role.If the situation I’m describing rings a bell, here are some steps you can take to turn your fears into success:1. Get clear on your marke
Nobody seems to notice that the marketing “campaign” is lame & useless, and that it’s the sales force that is driving sales against the “promotion”. And sales stay flat, because the promotion is really nothing more than another way of packaging a discount.
Meanwhile, in another part of the building, the sales force is struggling to meet their numbers, and spending 80% of their time generating leads by leaving voice messages, and battling to finesse their way by gatekeepers, and showing up in lobbies unannounced because they happened to be in the area. Why? Isn’t that 6 or 7 figure marketing campaign supposed to put them in front of pre-qualified prospects, with a genuine need for what their selling, so they can help them to solve problems, and close business?<
Dealing with tough questions and objections is an essential part of job interviews. Here are four common ones that derail many candidates. Read on to find out what they are and how you can deal with them.Objection #1: You’ve been fired from your last job First of all, don’t blow the issue out of proportion, either to yourself or to the interviewer. Remember, this is fairly common these days. Employers know it too.There are at least three ways you can handle this issue. If you left your previous employer on reasonably cordial terms, consider asking them to allow you to say you resigned from the job. Many employers will agree to this.Another option is to state the facts in a concise, drama-free manner. Tactfully discuss what happened and acknowledge your role in it. You could mention a difference of opinion or personal style as a root cause. Often, candidates who take this approach find that the whole thing was no big deal to the new employer.A third way out is to avoid mentioning the job from which you were fired. This may work if you held it for less than five or six months. I pers
FACT, a real marketing program can actually do this.
Effective lead generation is just “Salesmanship in Print”. Its primary goal should be to automate nothing less than the top two thirds of the sales funnel. Full Stop.
Salespeople are expensive. They should be spending their time interacting with prospects that are already pre-qualified, and pre disposed to doing business with you.
How much more profitable would your company be, if your salespeople were up to 5 times more productive?
“Content” Websites
Maybe you’ve head the expression “content is king”, when it comes to web sites. Allow me to debunk this popular myth for you once & for all.
Do you want to win awards with your web site, or generate leads with your web site? Do you want to make your web site a really cool place for your prospects to hang out & push buttons, or do you want them to respond to your sales message in a meaningful way that advances the sales cycle?
Forget about cluttered web pages that offer too many choices. If you want to rock your prospects world, give them one clear & compelling message at a time; one that they can focus on without distraction. Ask them to do one or two things per visit. Simple.
In my humble opinion, the best way to format the page is in the form of a letter that addresses the title of the person you’re most likely to be selling to. And it should have a bold heading that clearly trumpets the benefits of reading it.
If you must have a content page, fine, but don’t drive traffic to it. When generating traffic, advertise a benefit, not your company, and direct traffic to a page that deals with just that. If someone wants to come back and vi
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