Social media excels at relationship building at a very personal level. To effectively use any of the social media platforms as a vehicle for pulling leads through the sales funnel, it is important to develop a very subtle and deft approach to your conversational skills. A constant stream of travel offers or direct sales pitches is far too awkward an approach. Instead, tenor your conversations to being helpful to others and providing information and assistance they need. In so doing, your expertise will be apparent and you are likely to be in the running for consideration the next time your readers consider travel. Read the rest of this entry »
For those of you willing to take the time to develop your writing skills, blogging can have a tremendous impact on your lead generation efforts. HubSpot recently indicated companies can double their lead volume with effective blogging. Here are a few tips to help ensure you are maximizing your opportunities when you blog: Read the rest of this entry »
We generate leads through various channels of distribution. If you hand out your business cards on a regular basis at business functions, that is a channel of distribution. If you get leads through your website, then it is also a channel of distribution. If you have a well developed referral program, there is a channel of distribution. Today’s effort in setting up a lead generation program, then, is examining your channels of distribution.
Typically, some channels of distribution are better developed than others. For example the company’s website may be very polished, easy to navigate and collects many leads for the company, while the company’s referral program from existing clients may be sporadic and producing leads on an irregular basis. It is important to periodically examine each of your channels of distribution and ensure each is a sharp as possible and represents your company well. The idea is to not be dependent on any one channel but to have only so many channels as you can reasonably manage and maintain well. Read the rest of this entry »
The sales strategy I discuss today may be as old as the hills themselves. But like the hills, they are always there and you can always count on them being there.
The Two-Step may be seasoned, but it will still work and makes complete sense. Here is how it works:
It is easier to answer the phone, answer the door or answer a question than it is being the caller, ringer, or the one asking the questions. Why? Because once you mange to get people to “come to you” you can make them glad that they took the time to do so. Read the rest of this entry »