Lead Generation


Published on

Lead generation is the first step of the sales process.

Published in: Business
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Lead Generation

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