020510 lead generation slides

Lead Generation

Steve Herzberg, NRG Solutions 2nd May 2010

Why can’t I get better leads?

More time with the right customers = 20% growth in 2010

What will you achieve in 2010?

Are you clear on who you are targeting?

1. Build a referral process2. Think local community-Do they all know what

you do?3. Use creative snail mail outs and follow up

properly 4. Make better use of your existing data base5. Seek opportunities to speak to business groups6. Send a quarterly newsletter with great content7. Write well about MPS and be published in the

press your prospects are reading8. Become an excellent networker – connect people 9. Read the magazines your prospects are reading

9 ways of getting better leads

5 possible referrers for you1. Local computer dealers2. Existing clients3. Your local community4. Resellers – Dick Smiths etc 5. Business advisors /

accountants

Three Golden Referral Rules

1.Provide referrals to the right people

2.Deliver great / reliable service

3.Ask for them at the right time

1. Who do you currently receive referrals from?

2. Who do you provide them to?

3. Why don’t you receive more?

Referrals

4 steps for asking for referrals

1. Discuss the value of your work 2. Treat the request with

importance 3. Get permission to brainstorm4. Suggest names and

categories

Getting the balance right

More time with the right customers = 20% growth in 2010

Joe Girard's law of 250

TASK RELATIONSHIP

FAST

SLOW

DRIVER

PROMOTER

ANALYST

SUPPORTER

More Assertive / Extroverts

Less Assertive / Introverts

What makes a great sales person?

Identify Needs

Confidence

High NRG

Selling today on one hand

Attitude

Future

Relationships

Little things

Fear

1. Maintain high activity levels (NRG)2. Understand their products and believe in them 3. Strengthen their customer relationships 4. Leverage from existing relationships5. Allocate their time to their best opportunities6. their customer knowledge7. On the look out for new opportunities8. Looking for problems their customers may face9. Work towards exceeding 10.Utilise the team around them

Champions do these daily

How do you work out who to spend your time with?

More time with the right customers = 20% growth in 2010

Presenting with Confidence•May 5th

•Medina on Crown st, Surry Hills

•Normal price is $845 plus GST

• I’ll pay half – you pay $422.50

Stay in touch

www.nrgsolutions.com.au steve@nrgsolutions.com.au 0421 864 288 steveherzberg.blogspot.com