May 20, 2009
Think about your sales process before you generate the lead.
Is it a complex sale that involves multiple steps until a close? Think B2B sales, intangible products, or saturated markets. Or is your sales process quick, effortless, and high volume? Think free offers, e-books or newsletter sign-ups.
The more you know about your sales funnels, the more effective your lead generation will be.
May 15, 2009
2009 is a good time to be in the lead generation or cost per acquisition (CPA) advertising space. A recent study by Heidrick & Struggles suggests C-level executives are thinking about how and where they can find new customers, and retain them.
“The No. 1 focus for C-level executives in 2009 is the customer—acquiring new ones, increasing retention and improving their lifetime value, in that order. ..”
Read the whole article at eMarketer.
May 12, 2009
Is your company structure keeping you from growing as big as you would like?
There is nothing worse than building a successful business only to find you can’t afford the means necessary to scale up. Thinking lean and mean from day one can help you build a business that will grow gracefully, without cutting into your margins.
Anything from finding ways to automate business processes to streamlining your sales efforts make a difference in your bottom line, and your ability to grow from a $100K company, to a million.
May 7, 2009
What was the last time you had to sell something? Whether it’s something you love, or something you loathe, the basic principles of sales success can be mastered with a little practice.
When you have a product to sell, you can’t take the first “No” that comes your way. The best salespeople think of a “No” as more of an “I need more information.” Instead of running with our tail between our legs at the first sight of this two lettered foe, we ask the customer what it is that’s holding them back, we re-qualify, and test close, and follow up, and fight for their business.
As salespeople we don’t let the negative stuff get in the way. Dwelling on the last sale we didn’t close, will only keep us from moving on to our next contact, and inevitably the next sale.
If you are continually pushing to make the most of your sales day, you can’t help but close some sales along the way!
April 29, 2009
I was working on a set of business cards for a customer yesterday and I started thinking about what makes a GREAT business card…
See what happens if you ask yourself these 3 questions before your next batch of business cards go to the printer.
Do I have at least 3 ways to contact myself or my business?
What makes my business card stand out from others?
What 4 Colors would best represent my company?