How to Capture Your Leads to Capture More Dollars?

No matter where your leads are generated from, you are not the only person trying to sell to the “hot” lead. I’m aware of several lead generating agencies that farm identical leads out to several small business owners. And they still charge an arm and a leg for the leads. I’m not telling you to ignore the “hot” leads. Quite the contrary. Get the sales you can now, just don’t ignore the value of your other leads. Here is the strategy I hope you carry away from this building block. Assign ALL your leads the value they deserve. Treat each prospect as if they were already your customer, and remember that a vast number of them will be. There is no...

Becoming a Better Salesperson

I’m going to admit something that may sound a little arrogant. I have tens of thousands of customers. They just might not be buying from me right now. Have you ever noticed what an impact perspective has on our actions? Whenever I’m talking to any small business owner, I am thinking, “This is one of my customers.” I don’t even have a chance to tell them what Infusionsoft does before I have categorized them as “Customer” in my head. Many times, it is due to my perceived value of this person that small business owners want to learn more about Infusionsoft. It’s because I treat them differently. Unlike the story about the pest control salesman,...

You Don't Have to Be the Pushy Sales Guy let me show you

When you start to understand the importance of EVERY lead, you’ll notice your sales tactics change. Think of the way you, other small business owners, and salespeople attempt to make a sale. What tactics do you use? And what do you do when you realize a sale is just not going to happen? A young couple I know were down on their luck. They’d bought and lived in a new house, paying all kinds of new bills for one year. Then without warning, the husband lost his job. One day, a pest control salesman stopped by to see if he could sign the couple up for quarterly treatments. The wife tried to politely decline, but the salesman kept pushing. After three...

What is The Price of Lost Leads

What is the ultimate result of lost or discarded leads? Well, really there is only one answer to that question. You’ll have to seek out more leads. And thus the process begins again. You’ll pour more money into lead generation or purchase, make the quick sales, lose or discard the rest, and have to find more leads again. And in this process, not only are you spending more money in marketing efforts and in purchasing leads, but you’re leaving thousands of dollars just sitting on the table. I want to do a quick calculation. Let’s say your company spends $2,000 on marketing materials and is able to generate 100 leads. Of those leads, 5 people...

today’s leads are tomorow’buyers!

In this chapter, I am going to introduce you to the funnel. The funnel will beused for several of the building blocks, because it is imperative to small businessimprovement. So, before I explain what I mean by “Fill the Funnel,” take alook at the graphic below.Let me ask you a question. What do you do with your leads once you have them? “Fill your Funnel”is about gathering, sorting, and using lead information to begin creating moments of interactionwith...