Lead Gen

Sales & Marketing

marketing

Sales

3 ways to Harvest Leads

existing clients

Don't Leave Money on the Table

• Market Additional Products/Services
• Lifetime Value
• Repeat Business
• Top of Mind Awareness

Go All In

80/20 Rule

• 80% of Your Leads are Wasted
• Do a Clean Sweep
• Internal or Out-Source Follow-Up

Marketing Cycle

Consistency counts

• Consistent Marketing Touches
• Same Lead Pool - Different Message
• Catch Leads at Varying Buying Stages

Centralized Database

Client Management System

• Haphazard Contacts
• Multiple Formats are Hard to Merge
• Duplicates
• Track Activity

here's one extra

Recycle

• Determine Why You Won/Lost
• Add Contacts Back Into Marketing Cycle

Sales Process

preparation

• Product Knowledge
• Features/Benefits
• Response to Objections
• Needs Assessment

Presentation

• Sell the Benefits/Solutions
• Use the Needs Analysis as a Guide 
• Ask Questions
• Ask for the Sale

abc: always be closing

• Get Their Commitment of Interest
• Ask for the Sale
• "If we can hit your budget, are we a good fit?"
• "If we can hit your deadline, are we a good fit?"
• "When are you making a decision? "

Follow-up

• Agree on Next Steps
• Send a Follow-up Marketing Piece 
• Absolutely Follow-up as Scheduled
• No Decision is a 'No' Decision
• Keep Track of Activity 

lead overload

DOn't Waste good leads

• Automate Process
• Card Scan | Cards2List 
• Focus on One Lead Group each Month
• Collaborate

questions?

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