Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
Where to Look for Leads #442
Today we talk about being lead poor, those times when you have too few new opportunities. In those situations you are doomed to keep calling the same stale leads. Not only that, it can annoy prospects who want to buy, not not now. We talk about what we can do to generate new leads and get your sales organization back on track. Where to look for leads, that is the question.
Today’s Chapter: Great Source of all Leads
Stay awake to the news
Keep up on social
Seek referrals from clients
Attend networks coffee and tea
At the conference greet old friends
At the social, introductions
Referrals from client
Resource library and network events
Leads are to be found all around
Knowing there are no prospects
without leads
Listen
Look
All is a well that never goes dry
Infinite the opportunity
They are there for the seeking
Today’s Story
Revenue was starting to slump. Pat noticed the SDR team kept following up on the same stuck deals and the reason was clear, they were lead poor. This would not do.
Pat turned to Chris and said “Where are you getting these leads for the team?” The same place we always do “ Chris said” that data leadgen company.”. Pat responded, “We need to mix this up. I’ve got an idea”. With that Pat spoke to marketing for the latest trade show leads, called up 5 clients for referrals, then stopped by the library and downloaded 100s of leads from the Business databases.
The next day Chris was amazed by how the CRM had a fresh set of leads. “Where did you find these?” asked Chris. “A little from here and a little from there. Leads are all around us, If these leads aren’t qualified to buy they may know people qualified to buy. Like the sunrise and sunsets, each day brings us opportunity. We only need to look.
Take Action Quote
“Most people miss Opportunity because it is dressed in overalls and looks like work”
… said the inventor Thomas A. Edison.
I know that’s a little bit harsh but I get where Edison is going. Once we get fixated on a process, it’s hard to break old habits and get creative. It’s human to do the safe thing until it’s no longer safe. Be it social media or events, it’s important to always be on the watch for new leads. Don’t assume everyone of them is qualified, but do assume they may KNOW someone who is qualified. That’s how you multiply your efforts. And nurturing relationships in your network and existing clients is another great source to look for leads.
It’s like a well that’s never used up. You can pump and pump all day and it continues to provide fresh spring water. Leads are all around us, we just need to look!
Sales Babble Research Study
I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
Got a Question?
Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?
If so “babble me” an email here, or if you can’t wait chat Pat now.
Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.
Listening Options
You can find us on: