the lead-generation machine: prospecting made simple
TRANSCRIPT
The Lead-Generation Machine:Prospecting Made Simple
presented by David BlaiseTop Secrets of Promotional Products Sales
www.TopSecrets.com
Co-founder of www.SmartEQP.com
Copyright © David Blaise, Blaise Drake & Company. All rights reserved. Reproduction in any form is unlawful
The Lead-Generation Machine:Prospecting Made Simple
Inputs: Outputs:
• ATM: Card/Password• Vending: Money• Lead-Gen Machine:
Unqualified people
• Cash• Candy• Qualified
prospects
Quick Effective
The Lead-Generation Machine:Prospecting Made Simple
Prospecting Happens Everywhere
• Business situations or social
• Local, regional, national or global
• Online or offline
• Prospects/referral partners are everywhere!
• Wherever you go, wherever you are
• Recognize it. Expect it. Look for it.
• The goal is to Feed the Machine
The Lead-Generation Machine:Prospecting Made Simple
Don’t feed the machine with just anyone
• Target based on your strengths
• Focus on Smart Numbers
• Use a Hub & Spoke method
• Separate the dirt from the gold
The Lead-Generation Machine:Prospecting Made Simple
Target Your Strengths
• Identify your strengths & specialties
• What do your clients love about you?– Creativity?
– Design?
– Responsiveness?
– Idea generation?
– Speed?
– Price?
The Lead-Generation Machine:Prospecting Made Simple
Target Your Strengths
• Input those best suited to your strengths
• Convey those strengths in your:– Marketing & Advertising
– Websites & Blog posts
– Social media
– Conversations, email & texts
• This is all designed to feed the rightpeople in to your machine…
The Lead-Generation Machine:Prospecting Made Simple
Focus on Smart Numbers
• “Sales is a numbers game?”
• “Sales is a smart numbers game.”
• Where do your ideal prospects come from?
NetworkingEvents
Referrals
The Lead-Generation Machine:Prospecting Made Simple
Focus on Smart Numbers
• You need a system for processing them
NetworkingEvents
Referrals
The Lead-Generation Machine:Prospecting Made Simple
Hub & SpokeMethod
The Lead-Generation Machine:Prospecting Made Simple
What’s inside your machine?
• Your Ideal Client Criteria
• Your Referral Extractor
• Your Lead Qualification Procedure
• Five Buckets
• Two Doors
The Lead-Generation Machine:Prospecting Made Simple
Here’s what happens inside:
• Your Ideal Client Criteria is used toeliminate poor quality prospects up front
• Your Referral Extractor harvests eachlead for qualified referrals
The Lead-Generation Machine:Prospecting Made Simple
Here’s what happens inside:
• Your LQP is used to segment prospectsinto one of Five (appropriate) Buckets
– Ready to buy
– Specific Dates
– Generally Receptive
– Disqualified
– Unresponsive
The Lead-Generation Machine:Prospecting Made Simple
Here’s what happens inside:
• All leads are shown one of Two Doors– Door 1: The valued prospect door
– Door 2: The “don’t let the door hit you” door
• Note: The valued prospect door needsto be far more appealing!
The Lead-Generation Machine:Prospecting Made Simple
Reminders
• Always qualify fast and first
• Reserve time for qualified prospects
• Make the tough calls
• Don’t be afraid to lose one
Questions?
A Final Thought…
“If you can’t describewhat you are doing as a process,
you don’t know what you’re doing."
W. Edwards Demming
The Lead-Generation Machine:Prospecting Made Simple
presented by David BlaiseTop Secrets of Promotional Products Sales
www.TopSecrets.com
Co-founder of www.SmartEQP.com
Copyright © David Blaise, Blaise Drake & Company. All rights reserved. Reproduction in any form is unlawful