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Leads Generation Tactics & Strategies

A word about lead generation

Finding New Leads - is very much like Gold Prospecting

Where do you find leads? ... 

When you see that you are really digging up prospects like "Gold Dust" or "Gold Nuggets" you are infact not just doing the numbers as so many businesses are doing.

By merely "doing the numbers" and pontificating to your sales manger "it's only a numbers game" leaves you wide open to a better equipped sales person who has thought carefully about their sales leads. And take it from me they do take their time and do painstaking homework to get their sales. 

I have seen the difference in leads made by high-income sales people (typically $200K pa yr earners) see their lead generation from a point of steady leads flow. As opposed to a new rookie sales person who says his leads were not qualified. (It's funny how less successful sales people often blame "lead qualification" as the reason for their lack of success - and often blame the telemarketer and leads department for their woes) Do you get the picture?

Here is my favorite template for leads generation:

1. Principal Power - how to get it - and why getting leads depends on it.
2. Land Survey - who is or can be interested in your products or service?
3. Pick & Shovel - what to dig and the best ways to bring it to the surface.
4. Fools Gold - how to avoid falling for prospectors traps.
5. Open Pit or Shaft Mine Operation? - Can you advertise for prospects or go undercover to find them? Guess what most sales people do? (ha ha ha)
6. Shareholder Report: - prospector's flashlight on great mining spots.
7. Shake it and Wash it: - clearing out and finding the nuggets of Gold.
8. Assaying Report - Present it and sell your Gold for the best price!


What remains the secret to effective lead generation?
After working with many upbeat successful sales people and businesses that get their prospecting working well, its clear what these amazing dynamos do:
1. They turn over rocks to find leads.
2. They work with an expectation of success and are not easily put off when things don't work the first time, they simply keep plugging away.
3. They are well funded in making their ideas work and can put into place a promotional idea quickly.
4. They don't take things too seriously, after all, no one deal is a "life or death" thing to them, they can laugh a life.