How to Generate New Clients - A Process Approach

I have been thinking lately about the idea of a "process" in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need business, rather than ALL THE TIME. I sometimes feel like we all make prospecting really hard. So here's my advice, if you're feeling like prospecting is difficult:

The First Step

Think Engagement. Not Selling.

Do you have a "process for engagement?" Let's say you meet someone on a trip that might make sense to have more conversation with. Do they go into a process of any kind? Well, they should. Yet most of us don't think about prospecting as a process. We mistakenly think of it as an action.

Creating Prospect Engagement After the First Conversation

As the threshold of free goes up in the marketing world, you must have something that engages the prospect after that initial conversation. Calling them for an appointment might be too much. So instead, write down all the things that you could use to engage them further prior to the next call.

-Do you have a report that you could send them that educates them?

-Do you have an article that addresses the most common problems people similar to him have?

-What about an audio recording of a speech that you made where you discussed trends in the industry?

Creating Your "Sequence of Events"

Think of the process engaging prospects as a "sequence of events" that happens so that when you do call, they're ready. (Or, they call you first--Even better!) And even better, if you have someone in you office that is good with "systems thinking," then have them help you flow chart an engagement process. You'll be surprised at how a prospecting system will help you meet your goals.

Here are some other resources that will help as you learn the content in this article:

http://www.caskeyone.com/blog

Article Source: http://EzineArticles.com/?expert=B_Caskey

Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3

It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not care! They are not too interested in knowing what you HAVE, DO, or KNOW. They want to know what is in for the them.

In the simplest scenario they have a problem and they are looking for a solution. The company that can clearly articulate -

"I understand you, I know what your frustrations are and I know how to solve them." - will be the one that is the most successful. This sounds simple, I know, however the majority of my prospective clients still have an inward way of thinking and say: "this is what we have got and this is what we can do - do you want some?"

At the other extreme many prospective service clients do not always realise they have a need for a service. In this case, only a clear articulation of the beneficial outcomes, and not the process used will spark that magic moment when someone says "we need to meet".

How can service businesses effectively do this?

By focusing on solutions and benefits - in every communication you have with a prospective client.

Specific Targeting:
Much has been written about this and many people pay lip service to it yet most companies I work with can't clearly answer the following questions:

* Target Message: Who exactly are you talking to?
* Problem/Solution: What is the concern of your prospective clients and what is the solution?
* Benefits: What are all of the ways your services help your clients?
* Unique Competitive Advantage: What makes you stand out in a way that makes a difference to your clients?
* Risk Reversal: What are you promising to deliver that reduces the perceived risk of your clients?

I do not underestimate the difficulty in clearly defining these things. Yet if they can be achieved they will make the difference between a good and a truly great business.

A well used example of a service business that used this to catapult them from nowhere to a major worldwide organisation was Dominoes Pizza. Their whole marketing was based around their slogan:

"Hot, fresh pizza in 30 minutes or less, or it's free"

They knew their uniqueness, they invented it!

Note that not once does Dominoes say the Pizza will be tasty. It probably isn't the best pizza available but to their prospective clients it was unique. They knew it would be with them in 30 minutes or it would be free. Their needs have been met. Unlike the competition who would say:

"It could be 90 minutes. I just don't have the drivers and when you get them you can't trust them. And besides I just can't forecast my demand. Any way it'll be with you tonight sometime."

You don't always need sales training but if you do need sales consultancy then I would be glad to help. Look out for part 2 and 3 on this site

Why not sign Up for '21st Century Selling' - The Bi-weekly Sales and Marketing Newsletter. Its's free and easy and it's jam packed with Information to help you make more sales. Use the Easy Sign Up box at Sales Training Also - Have a look at the latest Sales Videos, Techniques and Ideas at the Sales DNA Blog - Sales Blog.

Article Source: http://EzineArticles.com/?expert=Peter_O'Donoghue

Sales Training Ideas - Do You Remember That Big Sale You Made?

Remember that big, or critical sale that you made? It may have been a huge dollar amount or it may have been that account that you finally broke into. Either way, it was a highlight in your selling career and it made you feel great. Question: What are you doing to keep it fresh in your mind to stay positively motivated?

Here's a simple, uncomplicated idea:

Have a memento around to remember it by. It doesn't have to be a major item, it can be a magnet, a stuffed animal, anything, but it should have something on it specific to that sale, even if you have to stick something on, and it needs to be somewhere where you'll see it, A LOT, like on your desk or somewhere in your car. That way, every time you look at it, you'll be reminded of that great sale.

Here are the keys, again, they're simple:

1) When you make a big sale, get a memento of some kind.

2) Make sure it is personalized to that sale. Again, if you need to stick something on it or write something on it, that will work.

3) Have it in front of you in your work environment. If you're in telephone sales, it should be on your desk or in a prominent place in your office where you will see it constantly. If you're on the road, have it in your car, perhaps hanging from your mirror.

4) To take it a step further, if you can put yourself back in that sales situation and remember what it felt like, it will help to keep you positively motivated. In the best case scenario, you will remember what you heard, saw, felt, smelled, etc. The more senses you can involve, the better.

Bonus tip - Set your next target by asking yourself what would be a big sale, dollar amount or a certain account, or figure out what else you could do that would have a major impact on your career. Whatever the answer, set that as your next goal. When you get there, you got it, get a memento to remind yourself of it. And now I would like to offer you free access to a monthly newsletter that will give you great tips to use instantly to improve your sales. You can get your access at http://www.completeselling.com

Article Source: http://EzineArticles.com/?expert=John_Chapin