Posts Tagged ‘lead generation’


Business Networking Sage Advice Is Missing Important Information About Follow Up

Thursday, July 21st, 2016

business netwokring

Have you heard this sage advice? Attend business networking and trade show events to find new clients and grow your business.

A SOHO (Small Office, Home Office) survey revealed that 57% of companies attend business networking and trade show events for exactly that reason, to showcase their company and find new clients. Business networking is one of the best ways to find new clients but most of the ‘how to’ advice on working the room is missing vital information about how to keep the conversation going if the person you met is not HOT and ready to buy. You see exchanging business cards is only the first step of your business growth strategy.

I believe cherry picking of Hot Prospects is why another survey found that 48% of business professionals who attend events and collect cards, NEVER follow up past the 1st contact conversation. This practice leaves hundreds of generated prospect leads left for later which is unfortunate because what most business professionals don’t realise is that 60% of their potential new clients will not be hot and ready to purchase when you first meet them. So the fortune really is in the follow up!

In the rush to develop closing skills, creating proficiency in follow up is often put on the back burner. It’s only after the initial supply of obvious Hot Prospects fizzles out that the left for later prospect leads are dusted off.

That’s disastrous because – What’s the number one reason businesses fail? Lack of sales!

By the time you dust off those left for later leads, often times it’s simply too late to extract any value from the gold mine of opportunities hidden just beyond the opening conversation.

The question is – How are you going to bridge from the conversation in the room to your follow up after where you continue the conversation over the coming months with those people who are not ready to buy on the day you first meet them? How will you follow up and become their trusted adviser?

 

Next Level TIP

60% of your potential clients are earlier in their Investigative Buying Sequence! At this point they’re simply not ready to take you up on your offer to begin a working relationship.

When developing your follow up think about what potential clients are looking for BEFORE they’re HOT and ready to do business with you. What can you do to help them discover the answers they’re looking for and become their trusted advisor?

If the Investigative Buying Sequence sounds like something you’re interested in learning about take the next step, download my FREE REPORT  in the upper right hand corner of this page. In it you’ll learn 3 essential secrets to help you take the next steps towards creating better follow up.

TAKE YOUR NEXT STEP

Check out the Prospecting Mastery  business development training to learn about the Investigative Buying Sequence and get started developing your follow up after business networking.

Have a great week turning leads into sales,

 

 

 

 

The Follow Up Specialist
Prospecting Mastery Mentor

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *

Kickstart Your Company is a business development training, business growth strategies and business building mastermind company that helps you grow your business.

Our Business Growth Positioning System is an advanced in person and on line marketing formula that harnesses EVERY contact & increases sales opportunities. Through a series of progressive steps you’ll learn how to identify your expertise, the foundation of your unique personal brand and package it into a sales winning formula of connected conversations that Kickstart Your Company!
 
 
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     Kickstart DONE FOR YOU Services

For those clients who would prefer to have their Audio Session, Podcast or Webinar recorded and edited as a ‘done for you’ service.

Contact Cheryl to schedule a time to discuss your requirements.

Exact Target CONNECT Digital Marketing Global Tour with Mitch Joel

Wednesday, June 12th, 2013

Recently I was invited to attend the Exact Target CONNECT Digital Marketing Global Tour, June 12 at the Metro Toronto Convention Centre in Toronto. Toronto was the last of their three stop global tour. This conference is quite important for digital marketing and many of the talks were focussed on list building, lead generation and lead nurturing through content. Building relationships through content delivery is also known as information marketing, education marketing and relationship marketing. Basing your follow up on the concept of education that helps, is the essence of the structured Follow Up Marketing ENGINE that I develop. List building to generate leads is important but following up for lead nurturing that builds relationship and develops the know, like trust you factor is critical to turning your leads into sales.

If you’ve been watching my videos and/or listening to my Conversations With Expert Entrepreneurs and/or Audio Training Webinars, you’ll know that the main focus of my business development training as The Follow Up Specialist, is helping my clients to integrate education marketing as part of their business growth strategies. Forrester Research discovered that when your intent is education that develops relationships, you’ll MULTIPLY your marketing results by 9 TIMES. So you can understand my interest in attending this conference to learn current ideas about lead generation and lead nurturing.

The main stage talks and trade show displays offered practical advice as well as inspiration for list building and building engaging digital marketing campaigns across marketing communication channels such as; email, mobile, Facebook, Twitter and the internet.

Here are some of the insights
73% of Canadians don’t leave home without their smartphones (I know I’m lost without my iPhone)
eMail is still a strong channel of communication especially when you are sending to a list of people who have opted in to receive your information

Exact Target CONNECT Global Tour also spoke about the new responsive design that is coming down the pipe for website design. Responsive design is part of the new interactive marketing trend that will deliver information to you based on your response to choices. In other words, the information that you see on the internet will be a direct reflection of what you have clicked on while visiting websites.

“Marketers around the globe are all looking to solve a similar challenge – how to better connect with consumers to build loyalty and lifetime customer value,” said Tim Kopp, Exact Target’s chief marketing officer. “Our CONNECT Global Tour will provide the information, inspiration and pragmatic advice marketers need to create engaging interactive marketing.”

I wanted to attend the Exact Target Global Tour event not only for the opportunity to hear from thought leaders in the digital marketing industry and gain insight on list building, lead generation and lead nurturing but also to meet award winning authors such as Mitch Joel, President of Twist Image. Mitch shared his marketing and innovation insights during his closing keynote.

I was really looking forward to hearing Mitch speak because I have been following his insightful writing about digital marketing for several years, Mitch has been dubbed the “Rock Star of Digital Marketing” and “one of North America’s leading visionaries” by Marketing Magazine. Mitch Joel is an interactive marketing expert and passionate entrepreneur and he’s from Montreal Quebec, my hometown.

I caught up with Mitch at his table where he was signing copies of his new book, CTRL ALT DELETE, Reboot Your Business, Reboot Your Life, Your Future Depends On It. His book and key note highlighted the five massive moments that changed marketing and five actionable items marketers can implement.



Cheryl Scoffield, The Follow Up Specialist of Kickstart Your Company and Mitch Joel, President of Twist Image at Exact Target CONNECT Global Tour.

If you’re interested in developing a webinar similar to Conversation With Experts simply Contact Cheryl to start the conversation.

Cheryl will share next step secrets how to manage the recording technology to create an information/education based marketing piece you can use to position yourself as an expert and showcase your company to build your list of prospects and generate more sales opportunities

BONUS Learn how to develop an effective outline for your webinar and/or audio training session.

 
Have a great week turning leads into sales,



The Follow Up Specialist
Prospecting Mastery Mentor

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * *

Kickstart Your Company is a business development training, business growth strategies and business building mastermind company that helps you grow your business.

Our Business Growth Positioning System is an advanced in person and on line marketing formula that harnesses EVERY contact & increases sales opportunities. Through a series of progressive steps you’ll learn how to identify your expertise, the foundation of your unique personal brand and package it into a sales winning formula of connected conversations that Kickstart Your Company!