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Building a Lead Generation System

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Profile Target Opportunities

Build Databases

Create Messaging

Communicate to Target Markets

Get Sales Appointments

Products Markets

Sellers Decision Makers

Market Needs / Pains

Unique Selling Points

Structured Outreach

Qualified Leads

Market Penetration &Lead Generation

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When Properly Applied…

100 Targets 60 Prospects

4 Leads 1.5 Conversions

A NIST Study of owners of small and midsized companies identified:

6 of 10 need a process for Cost Savings 8 of 10 need a process for Growing Sales

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It is the year 2020. Your business is preforming beyond your wildest expectations.

What does that look like?

How did you get there?

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Bring to market a product mix that will enable us to experience a 20% increasein sales and 30% increase to our gross profit margins by 2020.

S.M.A.R.T GOAL

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Product Formulation Flavoring Expertise

Brand Legacy / Trust

Purchasing Power

Operational ExcellenceDistribution Network

Limited Product Line Aging Products

Declining Sales Limited Resources

Market Trends Engagement

Inorganic Growth

Product Development

Position For SaleMarket Penetration

Up Sales & Marketing Reduce Pricing

Market Shift

Consolidation

Larger War Chests Position For Sale

ResistanceBrand Perception

Take Our CrackersTo Places TheyHave Never Been

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There are over 15,885,558 businesses in the United States.

• Pick your prospects wisely. - This process is referred to as market segmentation.- Don’t pick more then 3 different markets to pursue at once.

• Start by thinking about the territory you can effectively service.

• Think about the average size / profile of your best customers.

• Are there any opportunities or threats that should be considered?

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Proposed Prescreening CriteriaOur growth will require enhanced outreach to the following industries: 1.2.3.

Our likelihood of success goes up when we connect with the following titles:1.2.3.

An ideal prospect for us is:1. 2.3.

We anticipate our target prospects will be located within a ________ radius.

We should avoid companies that:

Slide 22

List 5 customers or suppliers you will ask for referrals:

1.

2.

3.

4.

5.

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Honda makes lightweight, high revving, reliable engines. Using 10 words or less try to describe what you do.

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Sales & Marketing Tool Check list Currently Use Plan to Use Annual Expenditure Person/Group Responsible

Person to Person ProspectingDedicated Internal SalespersonDedicated Internal Marketing Person Cold Calling Program Tradeshows Referral ProgramsCustomer Surveys

Corporate Collateral / Brand Support Current Industry Specific Collateral

Current Company PPT

Current Brochure

Current Logo / Brand Image

Print Campaign / Post Cards/ Etc.Email Blast /e News

Corporate Website

Current Site built using a CMS Organic Search Optimization AdWords / Banner Ads/ ThomasMonthly Content / Inbound Marketing

Other Tools

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Completed Our Third OODA Loop Promotion Focus

Check in….

Profiling Your Decision Maker Value Proposition Basics Core Competencies Defined Marketing Tools Check List

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Step 1: Define who you are.

Step 2: Describe what you do.

Step 3: Identify your ideal clients/customers.

Step 4: Explain what's unique and different about you and your business.

We are the areas only resource solely dedicated to the advancement our region’s manufacturing competitiveness. Typically we can produce a $40.00 return for every dollar our clients invest with us. Over the last 29 years, that has exceeded well over one billion dollars in new sales and led to the preservation and creation of thousands of jobs.

My Name is Chris Scafario, I work with the DVIRC. We are an organization committed to improving the competitiveness of small and midsized manufacturing businesses in the Philadelphia area.

I help our clients identify, pursue and realize dramatic increases to their topline.

Our clients are mainly small to midsized contract manufacturers, fabricators and distributors that might be very interested but lacking the expertise or bandwidth to go out to their existing or potential markets and expand their client base.

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I'd love to schedule a time to talk more about some of your business challenges, and explore how we may be able to work together.

Step 5: State what you want to happen next.

Step 6: Ask to take things further

Would it be possible for me to come out to your office next Thursday at 2:00 to see if we could put you on a course towards some significant revenue growth by the end of 2017?

Step 7: In the face of rejection always try to keep the door open

Thank you for your time and I appreciate that now is not the best of time for us to connect but if you don’t mind, I would like to try you back in a couple of months. DVIRC is always developing new ways to support businesses like yours and I would like to keep you informed.

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Step 1: Define who you are.

Step 2: Describe what you do.

Step 3: Identify your ideal clients/customers.

Step 4: Explain what's unique and different about you and your business.

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Step 5: State what you want to happen next.

Step 6: Ask to take things further.

Step 7: In the face of rejection always try to keep the door open.

Slide 30

Completed Our Fourth OODA Loop Promotion Focus

Check in….

Scheduling & Aligning Your Resources The Art of Telephone Outreach Your Pitch

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