Sales Leads Made Easy |

Ask a business owner what he or she is doing about the economic crisis and they will tell you they are busy making big changes…reducing waste, re-engineering processes, revamping their sales efforts, cutting expenses, selling off inventories and the list goes on and on. Whenever a business is in the midst of making big moves and changes this is high season for sales lead generators. Whether you are selling in an up or down market, sales leads are always created as a result of some sort of cause and effect relationship that is based on a problem, challenge or pain. Change is a lead generator’s “best friend” because pain creates new sales “openings” that were not previously available.

Here are 5 examples of how to leverage slow times for new business development:

1. Realign Your Sales Message: The bottom line for most decision makers is that they still have lofty goals to reach despite having lost many key people. Their internal systems and processes are thus in a state of turmoil.  In this context you need to reassess your lead generation pitch or messaging. If it costs a company $5,000 to make a widget they have to find a way to now make that widget for $4,000. You should be re-engineering your message so that your solution can help your prospect achieve this via saving money or dramatic process improvements. Often these selling points are sitting in the middle or back end of your sales pitch and moving these key selling points to your opening will provide key “showcasing”.    

2. Look For Obvious Moves & Changes: Recently we developed a sales lead at a company that most sales people would elect to initially stay away from. The company was breathing its last breath but suddenly was acquired by a larger regional firm because of failing operations due to the soft construction and housing market. The news of this deal was all over the media so it wasn’t hard to find. Once the deal was inked the company had a new name and thus this “change” created a sales lead. The opportunity was comprised of: 200 sets of business cards, Letterhead, Envelopes, Mailing Labels, 5,000 each of 36 Different Color Sell Sheets, 20,000 presentation folders, 20,000 Direct Mailers and the list goes on and on. The total value of this sales lead totaled $59,000.

3. Look For Companies Who Are Downsizing: Staff reductions may mean a greater reliance on outsourcing services. Typically companies try to spread their workload across their remaining staff and often this just doesn’t work. Serve up your services as a solution to getting the work done on a project basis. Sell strong on the benefits of outsourcing. You have a way for your potential clients to get basic workload done for much less than hiring a full time employee. You can also relieve the pressure on their small and over worked existing team. 

4. Grow Revenues Via Cross Sell & Upsell: Pitching cost reduction is only half the story in a down market. It’s easy to forget that prospects of B2B companies are also struggling to increase revenues. Re-engineer your messaging to determine how your prospects can sell more of their products and services. For example, if you are a website designer this may be a good time to team up with a search engine optimization company and serve up this new service to all of your existing clients. More hits to a website means more sales leads. Look at logical cross sell and up sell opportunities that require little or no investment on your part. This fresh pitch gets you in front of your new and existing clients and that means you are building new pipeline and creating sales opportunities. 

5. Adjust Your Target Market: Not all markets are sensitive to the economy in the same way. The housing market, for example, experiences the economic cycle sooner than other markets (and the raw materials that make houses experience the economic cycle even sooner than that!). Economists call these “leading indicators” because they are an economic cycle ahead of the average. There are lagging industries as well. The point is, not everyone is experiencing the same economy you are. Determine who is doing well and match your product or service to their needs. The goal is to micro-target vertical markets that are weathering the economic slow down better than others.

 

Over the past 50 years, the average recession has lasted 11 months. This is shorter than most people realize and if you keep this in mind it makes the storm easier to weather. Certainly there are economic realities to face, but smart prospectors will adjust their strategies and keep their sales pipelines healthy.

Al Davidson
http://www.articlesbase.com/sales-articles/generating-sales-leads-in-a-down-market-737225.html

There are plenty of b2b marketing methods to try. How do we know which work well, and which just end up a waste of time? Here are some excellent methods of maximizing the best return on your b2b marketing dollar:

Attend Seminars:

While many argue that seminars are a waste of money, I suspect that these naysayers just haven’t been marketing themselves properly. You don’t go to a seminar or trade show to market yourself to the passers-by there. Instead, you go to connect with the other booth workers who are interested in connecting with you. These people are at the seminar or trade show because they are direct representatives of their companies; use this to your advantage.

Follow-Up:

Too often businesses will lose long time customers just because they don’t bother to stay in contact. Even if you don’t have any direct business with a client, it doesn’t hurt to call every so often to plant the reminder that you’re still around. Also, don’t be afraid to send out a card or letter from time to time. In today’s email based world, receiving a hand written messages often is more than enough to set yourself above the competition. Keep the channels of communication open, and make periodic contact – especially with your best contacts.

Lunch And Learns

Don’t be afraid to offer free lectures which describe your product and skills. This is a great way to directly target companies you want to sell to as well as a great chance to talk to them face to face about your company. In addition, it displays a sense of professionalism when the presenter has the resources to sponsor an event where other companies can benefit at no cost other than time.

Mail Blasting

One of the fastest growing trends in b2b marketing is to hire a third party to do your marketing for you. Companies like ExactTarget of Indianapolis, IN take your business letters and then distribute them to over 2000 leads. Their system then tracks the e-mails sent and reports back statistics on how many read them and who clicked on what links. It’s a fantastic way to directly follow your market. Yes you have to pay for their services, but the resulting business information in terms of who you are reaching and who you are not is amazing.

Speaking at Service Clubs

Although this may not seem like much, offering to speak about your company or services can make you seem more approachable by other businesses. Also, many business owners like to use service clubs to do informal direct marketing. The face to face time with others at these type of networking events can be valuable in building relationships.

Unfortunately, there’s no one formula to use for perfect b2b marketing. Still, use of the above methods will help your company exceed the competition in terms of results.

Mac H McIntosh
http://www.articlesbase.com/marketing-articles/better-b2b-marketing-728540.html

I run a marketing company and have no home for non-USA leads that need SEO and SEP services.
Any ideas? Brokers are welcome to respond.

Contact me by email from my profile.

How does one get started developing business-to-business (B2B) leads? Unfortunately, there is no one magic solution, but below you will find some recommended steps to take when trying to stimulate B2B lead generation.

These are some of the best ways to use b2b lead generation to locate and connect with future business customers:

Networking – Go to functions and trade shows where your clients are likely to go. Make your company known with a booth, or sponsor a guest panel. One fantastic way for a company to generate business is to offer a free demo at a convention or trade show. Be sure that you have ample information about your company and products on hand to distribute at the event.

Getting to Know Your Area Representatives – With many larger companies, the area representative can have considerable power in terms of deciding which companies to do business with, and which ones not to. Their level in the industry may at first seem on the lower end, but because they have their ear to the ground, many higher ups will often times take their advice about a client. They are influential in decisions, and having a good personal rapport with them can get your name on the table.

Cold Calling – I admit that it’s probably the most unpleasant way of dealing with other companies, but there is a reason it works. A company that’s never heard of you is never going to hear about you until you make the first move. Yes, it is difficult, but with persistence and manners it does pay off in the long run. Of course, be courteous and respectful. Introduce yourself and your offerings, and take it from there.

Lunch and Learns – These relate to convention marketing, but instead of going to an event, you invite the clients to your facility to showcase your products or services. The showcase is free and a great way for managers and sales people to get to know your clients. Plus it helps to put a face to a name. One example would be ETI Indianapolis, which has made itself known as a business skills training center throughout Indianapolis, Indiana by routinely offering Lunch and Learn seminars for existing and potential clients. It’s also a great opportunity to meet people from the immediate region who are interested in your offerings.

Service Clubs – While taking place too early for some, many service clubs attract small business owners and leaders of the community. They are a great way to get you know your future clients and competition, and participation in service club fundraisers and events can generate a positive image for your company.

Admittedly, not all of these steps may work in your individual case. However, these B2B lead generation ideas can be effective. Maybe your facility should schedule tours to demonstrate your quality service levels; perhaps there’s a gift service of product offering to attract your audience. Maybe mass mailings are best for you. Regardless of your preferred method, the most important thing is to establish contact and assist with planning your clients’ futures.

Mac H McIntosh
http://www.articlesbase.com/marketing-articles/some-important-tips-for-b2b-marketing-728530.html

I am a salesman at a Chrysler Jeep and Dodge dealership in San Diego. All our new vehicles have a LIFETIME WARRANTY. I am not a fleet or internet sales person, I am just your average sales go who is wanting to find that extra mile and take it, what can I do drive more customers to me. I mean as far as generating new leads. Please help me!!!

My first advice, having done it for years, is to run from the car business as fast as you can. That is unless, which is rare, that you work for a store with a good pay plan and doesn’t work you like a slave.

As far as advertising, I recommend sites like Craigslist. It is free and allot of people read it. Put it in the cars for sale by dealerships section. You will have to repost it frequently, due to other salespeople flagging it.

Also, you indicated that you are just a regular salesman. If you think that way then you will starve. The difference between a salesman and closer are light years apart.

Work on becoming a closer and not a salesman. A closer makes a $100K a year and a salesman make $30K. Which one do you want to be?

Do ever fear a customer getting up and walking away. Be polite, professional, bold and don’t hesitate to call bullshit when the customer is dishing it out.

If they tell you they can get it for $3K less down the street, then the question that should be politely asked is, "Wow, with such a great deal, why are you hear?" They are their because that deal does not exist.

Closers call BS and nail people to the wall. Great movies on sales are "Suckers"; great for the car business and "Glen Gary, Glen Ross". The Alec Baldwin scene in particular. Both can be found at your local Blockbuster.

You have to have brass balls to close people. You have to be the mentally toughest person at the table. You also can’t close them all. You cannot overcome ignorance, stupidity or poverty on behalf of the buyers.

You must be wondering what b2b means? It is an abbreviation for Business to Business. Now, let’s understand what is b2b portal and how do they work?

What is a B2B portal?

A b2b portal is a compilation of web pages where both big scale suppliers and buyers can list themselves to initiate business activities. It acts like a support where sellers can show their product features, cost and the minimum order accepted to attract large scale wholesalers or traders globally.

At the same time, it also acts as a one stop solution for all the purchasers, dealers and wholesalers to source goods of their choice without going through any hassles. All that is needed is to register to a b2b portal and most of your business needs will be sorted. In today’s time, a b2b portal has nearly become a necessity for any range of business as it help outs in dropping costs and mounting revenues.

What are B2B Manufacturers, Suppliers and Exporters?

Manufacturers and suppliers of any kind of product or merchandise who register themselves on a b2b portal to give access to a wider consumer base are known as b2b manufacturers or suppliers. It does not necessarily mean that these providers commence selling only through such portal websites. These are producers and suppliers with already operating business units. By registering at a business to business portal however they obtain an access to international base of clients and have a chance to improve their business performance to a much larger extent.

Similarly, b2b exporters are the suppliers or producers that engage in global supply of their products by getting leads through such a portal. For example, a supplier of plastic accessories could register and exhibit his products on a b2b portal and acquire overseas orders. He becomes a b2b exporter by delivering goods worldwide. You can find a listing of all the b2b exporters or suppliers in any of the online B2B Directory  You just need to hunt for the product that you are looking for. These directories are normally designed alphabetically and are very easy to operate.

Now a days more and more business owners are doing business through such B2B Portal as it not only gives a better consumer base but also boosts efficiency and revenues in short span of time. Companies also get a one up by registering with a b2b portal before their opponents do so as they would be more widely known than others in the international market. A b2b portal has therefore become vital device for the growth of every kind of business.

Mark dave
http://www.articlesbase.com/business-opportunities-articles/why-b2b-portals-are-so-important-for-business-growth-705205.html

this would involve updating contacts made with my clients etc?

http://www.salesforce.com/crm/sales-force-automation/sales-tools/

Without paying them extra, it should really be a part of their job.

Review their compensation model.

If you want employees to sell, you need to ensure that a large part of their compensation is tied to their sales. So give them a small base salary and a large commission portion; that will make them try to sell more.

You can also make use of non financial incentives – such as recognizing an employee who has made a good sale, or has taken an account away from a competitor – and give them recognition before their peers. Call a general company meeting and acknowledge the employee, then give him/her a coveted parking space, or a small gift card, whatever. You will be pleasantly surprised how effective such non-monetary incentives can be. People always love being recognized before their colleagues – use that to your advantage and benefit. It’s a win-win situation for everyone.

im starting a new job and an incredicble opportunity at one of, if not the highest volume lexus dealership in the united states. I will be in the pre-owned section. Speaking to a couple of the other guys that work there, they all make 100k plus. i have never been in car sales, sales yes, but never cars. other than walk in and friends and family leads, what would do you do for leads/sales?

thanks im a little nervous but excited about this at the same time.

Realistically, there are few options. you can send out notices of your new position to former clients (people you sold other items to) and to members of any service or social organizations that you are a member of. You may also be able to purchase a small ad in your church’s weekly bulletin (if you are a member of the church). Unless the people actually know you, even if they see your ads they will not ask for you if they come to the dealership, so most ads that you would pay for would actually be subsidizing the other salesmen.

It will take a while to build a customer base. The best thing you can do is get in early and stay late. It takes a lot of hours (mostly sitting waiting for customers) to make it in the retail business A 70 hour week is normal

Where The Money Is:

For freelancers who are primarily interested in earning a very high income, it’s smart to look to industries that mail very large quantities. Industries that mail very large quantities can do so only if they have a very large pool of buyers.

And consumers are a very large market, especially when it comes to certain widely used products such as face cream, vitamins, and publications. If a company drops a million pieces whenever they mail, and they’re selling the product in a one-step (mail order), then they would place a very high value on the copywriter who can get results, even if incremental.

This is the arena where you’ll find your most lucrative opportunities…work that can often command mailing royalties in addition to a hefty up-front flat rate. Imagine writing a mail order package for $15,000 and then making $20,000 every time it rolls out to 1 million names!

Of course, like practically everything else in life, the big mailers are fewer in number, representing the top of the pyramid; many smaller B2C companies occupy the middle and bottom portions of the pyramid.

Companies in the middle group (mid-size companies) are also great sources of business, paying well if not astronomically so. Small businesses, however, often do not have the funds to pay for professional copywriting, and often don’t understand direct marketing or the value of copywriting, and must be educated. A common phrase uttered by the experienced copywriter is “I don’t take clients I have to educate.”

The Business-to-Business Market:

Unlike the B2C market, the consumer and prospect universes of businesses are usually much smaller, often occupying niches that can be miniscule indeed. In such cases, all marketing costs are scrutinized with the utmost detail, with each campaign targeting a certain ROI. It’s not uncommon for a large, well-known brand to consider a campaign a success if it brings in 15 or 30 high quality leads. (Sometimes these leads have buying power that reaches into the millions of dollars.)

According to Direct Marketing Association statistics, about two-thirds of the B2B space is lead-generating in nature, with the remaining one-third order-generating. A review of my own copywriting samples bears this out.

For the copywriter, the difference between a lead-generation job and a mail order job comes down to money. Since it usually takes more “real estate” (space) to convince someone to “write a check now” than it does to convince someone to “raise her hand” (lead-generation), an order-generating job should pay more than a lead-generation job, and sometimes much more.

In terms of pay structure, most B2B companies work on flat rates and would find the idea of “bonuses” and “royalties” foreign. However, I have successfully negotiated pay structures that offer extra pay for goals met.

Dangerous? Absolutely.

But once you have the utmost confidence in your knowledge and talents, and if you trust the company implicitly (a nailed down contract is essential for any job, no matter who they are or what they pay)…then you can do a little “gambling” and increase your potential for income, to say nothing of “upping the excitement.”

Chris Marlow
http://www.articlesbase.com/copywriting-articles/find-out-where-the-highpaying-freelance-copywriting-jobs-are-89898.html