020510 lead generation slides
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Transcript of 020510 lead generation slides
Lead Generation
Steve Herzberg, NRG Solutions 2nd May 2010
Why can’t I get better leads?
More time with the right customers = 20% growth in 2010
What will you achieve in 2010?
Are you clear on who you are targeting?
1. Build a referral process2. Think local community-Do they all know what
you do?3. Use creative snail mail outs and follow up
properly 4. Make better use of your existing data base5. Seek opportunities to speak to business groups6. Send a quarterly newsletter with great content7. Write well about MPS and be published in the
press your prospects are reading8. Become an excellent networker – connect people 9. Read the magazines your prospects are reading
9 ways of getting better leads
5 possible referrers for you1. Local computer dealers2. Existing clients3. Your local community4. Resellers – Dick Smiths etc 5. Business advisors /
accountants
Three Golden Referral Rules
1.Provide referrals to the right people
2.Deliver great / reliable service
3.Ask for them at the right time
1. Who do you currently receive referrals from?
2. Who do you provide them to?
3. Why don’t you receive more?
Referrals
4 steps for asking for referrals
1. Discuss the value of your work 2. Treat the request with
importance 3. Get permission to brainstorm4. Suggest names and
categories
Getting the balance right
More time with the right customers = 20% growth in 2010
Joe Girard's law of 250
TASK RELATIONSHIP
FAST
SLOW
DRIVER
PROMOTER
ANALYST
SUPPORTER
More Assertive / Extroverts
Less Assertive / Introverts
What makes a great sales person?
Identify Needs
Confidence
High NRG
Selling today on one hand
Attitude
Future
Relationships
Little things
Fear
1. Maintain high activity levels (NRG)2. Understand their products and believe in them 3. Strengthen their customer relationships 4. Leverage from existing relationships5. Allocate their time to their best opportunities6. their customer knowledge7. On the look out for new opportunities8. Looking for problems their customers may face9. Work towards exceeding 10.Utilise the team around them
Champions do these daily
How do you work out who to spend your time with?
More time with the right customers = 20% growth in 2010
Presenting with Confidence•May 5th
•Medina on Crown st, Surry Hills
•Normal price is $845 plus GST
• I’ll pay half – you pay $422.50
Stay in touch
www.nrgsolutions.com.au [email protected] 0421 864 288 steveherzberg.blogspot.com