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Lead Generation
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Lead Generation

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Lead generation is the first step of the sales process.

Lead generation is the first step of the sales process.

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Lead Generation Lead Generation Presentation Transcript

  • Lead Generation Peter Radizeski of RAD-INFO, Inc. Hotline: 813.963.5884
  • Key to Sales
    • The first part of any Sales Process is Prospecting – better known as Lead Generation
  • The List
    • The List is the key to Marketing.
    • Who do you market to?
    • Your List.
    • It starts by making a list of companies you would like to have as clients. The top IT users in your community.
  • Developing A List
    • Ask people to join your email list and/or your monthly newsletter
    • Place people on your direct mailing list.
    • Network to find more people to add to the List.
  • Contacts
    • You want to be contacting the C-Level exec or the owner of these small to medium businesses
      • (less than 500 employees)
    • Start high on the Org Chart, not low.
    • Build the database.
  • SEVEN
    • Since it can typically take 7-10 touches with a potential client before they become an actual client, it is important to have a plan to make these 7 touches.
    • With a plan, persistence, and follow-through, you can increase the number of potential clients who become actual clients.
    • These touches can be telephone calls, notes, appointments, letters, postcards, or some other way of getting your name in front of your prospect.
    • A newsletter can serve you well as one of these touches.
  • The 7?
    • Meet a potential new customer at an event
    • Send an email to acknowledge the meeting, add customer to mailing list
    • Regular monthly newsletter goes out to customer, offering free information
    • Customer requests free information and is sent an acknowledgment
    • Free information sent to the customer
    • Phone call to customer to ask for feedback on information sent
    • Face-to-face meeting takes place – and sale is made
    • Top Tip: Touch Existing Customers Too
  • Lead Gen
    • Lunch-n-Learn seminars.
    • Direct mail campaigns.
    • Appointment setter.
    • Writing articles.
    • Canvassing.
    • JV.
    • Networking.
    • Social Media.
    • Monthly newsletters
  • Lunch-n-Learn Seminars
    • Become the expert.
    • Chambers of Commerce, Rotary and other groups need speakers.
    • Easier to close in front of the room.
    • Gets easier with practice.
    • All about the content, confidence and who you invite.
    • It’s back to the List.
  • Direct mail
    • Direct mail has 4 Keys:
    • Ah, the List again.
    • The Offer / Call to Action
    • Frequency/Repetition
    • Track/Measure
    • Guarantee
    • Contact info
    • Design
  • Appointment Setter
    • Tele-Marketing
    • Creates the List
    • Must stay on point: just set the appointment.
    • All about the Script.
  • Writing articles
    • Chamber Content for newsletter
    • EzinesArticles.com for distro
    • Write for your own newsletter
    • Add content to your blog.
    • What to write about?
    • Clients, Industry, Community, Employees, Problems
  • Canvassing
    • Door-to-Door, Door Knocking or
    • Marketing in Sneakers
    • Elevator Pitch
    • Grab biz cards for The List
    • Try to set appointment
    • Invite to events
    • Leave behinds? Promo items.
  • JV – Joint Venture
    • JV - joint ventures for co-marketing and cross-selling.
    • Non-competing business to share marketing and sales costs.
    • Like copier place or UPS Store.
  • Networking
    • Nothing beats Face-to-Face
    • Find Prospects
    • Can do some Qualifying
    • Discover Referral Sources
    • Meet Clients to re-connect
    • Add biz Cards to The List
  • Social Media
    • Twitter, Facebook, LinkedIn, Buzz
    • 4 Steps to Social Media
    • Join.
    • Listen.
    • Engage.
    • Authenticity.
    • Become a Linchpin.
  • Monthly Newsletters
    • Content is King.
    • The List.
    • The Call to Action.
    • Limited Time Offer.
    • Stories about Clients, Employees, Community, Industry, Charity
    • Track/Measure.
    • Your Contact info.
    • Get RAD-INFO’s newsletter kit!
  • Online Marketing
    • To be found online, you must be listed! Are you?
    • USP or Elevator Pitch
    • Keywords
    • Landing Page
    • The Offer
    • Tracking / Analytics
    • Collecting Leads
    • Give-away: guide, e-book, audit
    • RAD-INFO has an Online Presence Pkg!
  • Google Adwords
    • Keyword
    • Landing Page
    • Call to Action
    • Sales Funnel
    • Analytics
    • Test and Measure and tweak
    • Call www.ptxmarketing.com
    • Need more detail?
    • What help Executing?
    • Want help Planning?
    • Call RAD-INFO, Inc. at 813-963-5884