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Leads

by Wi11iam
23 replies
Hey Group,

I'm wanting to know what are people doing to get in front of business owners? Are using JVs, referrals, Direct mail or so on?
#leads
  • Profile picture of the author SalesGod
    [DELETED]
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    • Profile picture of the author Wi11iam
      What works for you mostly?
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      William C. Hopkins

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  • Profile picture of the author animal44
    Primarily referrals and networking
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    People say nothing is impossible, but I do nothing every day.
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  • Profile picture of the author Ron Lafuddy
    Originally Posted by Wi11iam View Post

    Hey Group,

    I'm wanting to know what are people doing to get in front of business owners? Are using JVs, referrals, Direct mail or so on?
    To get in front of business owners, go to their business, walk in the door and ask for the owner.

    Repeat the process, again and again.

    Nothing else will get you in front of business owners, faster.
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    • Profile picture of the author Wi11iam
      Originally Posted by Ron Lafuddy View Post

      To get in front of business owners, go to their business, walk in the door and ask for the owner.

      Repeat the process, again and again.

      Nothing else will get you in front of business owners, faster.

      Unfortunately, I get shewed away for soliciting.
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      William C. Hopkins

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      • Profile picture of the author Ron Lafuddy
        Originally Posted by Wi11iam View Post

        Unfortunately, I get shewed away for soliciting.
        You asked about getting in front of business owners.

        I gave you a simple, proven method to do so.

        I have used it successfully, thousands of times, myself.

        I've also taught other salespeople to do it.

        If you are getting "shewed away", THAT is a different issue.

        Change your deodorant, perhaps

        Ron
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    • Profile picture of the author animal44
      You haven't tried the standard advice of hitting the phones and cold calling thousands of random people in the hope someone will buy...?

      Are you selling local marketing services (your past post indicate you might be). Why not hire yourself and do what you're offering to others...?

      Perhaps asking better questions might get more help...

      Originally Posted by Ron Lafuddy View Post

      To get in front of business owners, go to their business, walk in the door and ask for the owner.
      The Ron Lafuddy guide to dating:
      1. Pick random woman.
      2. Knock on door and ask for date.
      3. Rinse and repeat.
      Sell that in the dating niche and make a fortune...
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      People say nothing is impossible, but I do nothing every day.
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by animal44 View Post


        The Ron Lafuddy guide to dating:
        1. Pick random woman.
        2. Knock on door and ask for date.
        3. Rinse and repeat.
        Sell that in the dating niche and make a fortune...
        Hey, ya know, that'd work!

        Goes to show, even You... can learn something by listening to ol' Ron.

        Hope that makes you feel warm all over.

        Ron
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    • Profile picture of the author Tony Tafoya
      Originally Posted by Ron Lafuddy View Post

      To get in front of business owners, go to their business, walk in the door and ask for the owner.

      Repeat the process, again and again.

      Nothing else will get you in front of business owners, faster.
      Couldn't have said it any better. This is a proven way to get business. I think it is more of how you execute the initial meeting though. If you go in there and just start spitting your sales pitch your going to hit the pavement. If you go in and just introduce yourself and inquire about their business and seek information they will be more receptive to you. No one can resist a person that is genuinely interested in their business. Then once they are comfortable with you tell them what you can offer them.
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by Tony Tafoya View Post

        Couldn't have said it any better. This is a proven way to get business. I think it is more of how you execute the initial meeting though. If you go in there and just start spitting your sales pitch your going to hit the pavement. If you go in and just introduce yourself and inquire about their business and seek information they will be more receptive to you. No one can resist a person that is genuinely interested in their business. Then once they are comfortable with you tell them what you can offer them.
        Yes, cold calling is the oldest and most preferred method.
        It's also the simplest, fastest and cheapest way to get yourself in front of business owners.

        And, it isn't as hard as some here would have you believe. We aren't talking about going door to door, in a residential neighborhood. We're talking about walking into a businesses, where walk-in traffic is expected and welcomed.

        The two are completely different. Other than cold calling, there really is no comparison.

        If cold calling were as hard as some here claim, no one would do it. As I said, it is the most preferred method. Used by more sales people than ANY other method.

        The OP appears to be a newbie to sales. A seasoned pro wouldn't need ideas for getting in front of prospects, from a forum. They also wouldn't accept being "shewed away" as their results.

        The OP didn't ask for sales advice but "how to get in front of business owners".
        That question was answered, using a real life example. From my own experience.

        Ron
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        • Profile picture of the author animal44
          Originally Posted by Ron Lafuddy View Post

          Yes, cold calling is the oldest and most preferred method.
          It's also the simplest, fastest and cheapest way to get yourself in front of business owners.
          Only true for salespeople with little brain...

          Do a JV with an Accountant or a Printer or Secretarial Services - anyone with a B2B customer list and you get your message in front of a whole lot of people without spending days or weeks on the phone... Far faster and more efficient...

          Gary Halbert spend four hours writing a letter which bought in some $40 million dollars - no cold calling involved whatsoever...
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  • Profile picture of the author Tony Tafoya
    There are sales training videos on YouTube and Sales classes on sites like lynda. You should take a sales course. It will show you how to generate leads and close the deal.
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    • Profile picture of the author Wi11iam
      Originally Posted by Tony Tafoya View Post

      There are sales training videos on YouTube and Sales classes on sites like lynda. You should take a sales course. It will show you how to generate leads and close the deal.

      I'm not really looking for training per se. I was just wanting to see what was working the most for people who have successfully used any technique; basically, real world examples. One guy posted, go soliciting but didn't really provide how the conversation went when in front of a decision maker.

      -William
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      William C. Hopkins

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      • Profile picture of the author animal44
        Originally Posted by Wi11iam View Post

        One guy posted, go soliciting but didn't really provide how the conversation went when in front of a decision maker.
        Wasn't what you asked for...

        Here's some real life examples from my recent experience:
        Protege 1:
        1. Put together an email to some of her contacts. Received a phone call within an hour of the email going out, cheque within days.
        2. Created a curiosity card. An A5 card with what is effectively an elevator speech in writing. While out Christmas shopping she handed these out to business owners she was buying stuff off. Got her second client in days.

        Protege 2:
        I got his first clients "by accident". At a Hangi thrown by existing client, he got to talking about what I'd done for his business. Others showed interest and as I wasn't taking on any clients, I passed them to my protege.

        Protege 3 & 4:
        Both approached their existing employer with an offer.

        There's lots of different ways to get into a conversation.

        What's important is:
        1. A good offer.
        2. A targeted list.
        Sales skills are really not that important IMHO.

        As for conversations, there's plenty of scripts offered on here, if you want to search. Personally, I think they scream "salesman".
        Better to have a conversation business owner to business owner.
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        • Profile picture of the author Wi11iam
          Originally Posted by animal44 View Post

          Wasn't what you asked for...
          You're right, it wasn't what I originally asked for. Asking questions and communicating with clarity is something that I'm working on. Thank you for providing the real life examples.

          -William
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          William C. Hopkins

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  • Profile picture of the author eccj
    All the above and then some.

    How about you ask what you want to ask.
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  • Profile picture of the author Peter Lessard
    Paid ads for targeted searches.

    If you offer something of value there are people looking and searching for that thing.

    Buying ads to get in front of searchers has never been easier nor has there ever been so many sources and targeting options so getting leads has never been so simple in the history of man.

    Now of course if you dig deeper people say oh I tried that but I lost money.
    Well that's a whole other story about issues with your messaging and ability to sell etc..

    Now if you sell something nobody is looking for (in this case your likely screwed) or that requires a ton of education to prove the value then find something else to sell them as an entry point so you get paid while up-selling them.
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  • Profile picture of the author Claude Whitacre
    I've never made more money than I did, speaking to groups of business owners, and getting clients at the end of the speech. Nothing ever came close.

    That's assuming you don't already have any kind of relationship with your prospects to begin with.

    If I were absolutely starting out, and needed money now, I'd walk into businesses for a week or so, get a few clients, and then get referrals from them. Cold calling works, but working with referrals from happy clients is a whole lot more fun, and easier.


    Originally Posted by animal44 View Post

    The Ron Lafuddy guide to dating:
    1. Pick random woman.
    2. Knock on door and ask for date.
    3. Rinse and repeat.
    Sell that in the dating niche and make a fortune...

    The OP asked how to get in front of business owners. If they are local, there is no faster way to get in front of them. Now....what results are you going to get?

    In my experience, cold walking does get results, but you are essentially "panning for gold". You get sales. But you have to trudge through the mud to get them.
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    “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author Tony Tafoya
    I still suggest studying sales (specifically B2B sales); however, I will give you an example that has worked for me.

    1. I am sure you have a list of potential customers (if not then put one together).
    2. Find out who is the decision maker.
    3. Send an introductory email briefly and succinctly explaining what your offering. (most will just blow off the email but it will play an important part later)
    4. Send a physical letter or package to the decision maker with your offer and make sure to have a specific date and time you will be calling the decision maker. (Highlight benefits for their company, Show achievements you have made, don't use over technical terms, sound professional and like a boss) (Give this a few days.)
    5. Call the decision maker at the specified time. (Speak with the confidence of a boss, don't use over technical terms)
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  • Profile picture of the author gingerninjas
    Originally Posted by Wi11iam View Post

    Hey Group,

    I'm wanting to know what are people doing to get in front of business owners? Are using JVs, referrals, Direct mail or so on?
    WOM and referrals usually.

    If the pipeline is a little slim I will do some marketing via emarketing or start jumping on the phone and check in with clients, before long I have way too much work.
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    • Profile picture of the author Wi11iam
      Originally Posted by gingerninjas View Post

      WOM and referrals usually.

      If the pipeline is a little slim I will do some marketing via emarketing or start jumping on the phone and check in with clients, before long I have way too much work.
      Say you get a business owner to refer a nearby hair salon as a lead... How do initiate the conversation when you go and visit the owner of the hair salon? For example:

      Me: Hi is Ms. Biz owner here?
      Biz owner: I'm the salon owner how may I help you?
      Me: Yeah Kelly from Kelly's Diner referred me to you and she thought your business could use my services....

      That was off the cuff example, I've never done a referral lead.

      -William
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      William C. Hopkins

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      • Profile picture of the author animal44
        Originally Posted by Wi11iam View Post

        Say you get a business owner to refer a nearby hair salon as a lead... How do initiate the conversation when you go and visit the owner of the hair salon? For example:

        Me: Hi is Ms. Biz owner here?
        Biz owner: I'm the salon owner how may I help you?
        Me: Yeah Kelly from Kelly's Diner referred me to you and she thought your business could use my services....

        That was off the cuff example, I've never done a referral lead.

        -William
        You should really find your own voice...

        Here's an example in the form of a letter from The Gary Halbert letter dated June 30, 1993 where he talks about "foreplay" . I couldn't find it in the online archive, but I only did a quick search. It's more about copywriting than a sales script, however, you should be able to adapt...

        Dear Mr. Jones,
        You don't know me but, we have a mutual friend. His name is John Everett and he suggested I send you a short letter.
        As you know, John works for ABC Widgets on the north end of town and I met him about 3-months ago.
        I don't know if you know where Duffy's Tavern is (it's over on 12th Street) and, back in February, I stopped in there for a short beer and that's where I met John.
        Anyway, we got to talking and he told me how he was having trouble with that old Ford he was driving. Well, it so happens I work for Barstow Buick and we recently received a shipment of new Buicks which my boss had to get rid of fast in order to meet the payment on a big bank loan he had coming due.
        Whatever. To make a long story short, I was able to give John a deal on a new Royal at only about $200.00 over our cost. Well, it turns out I ran into John again last night at Duffy's and he told me you might be interested if I could give you the same kind of deal I gave him.
        We've got seven of those Buicks left from that shipment I was telling you about and two of them we can't sell as new because there's about 50 miles on each of them. Therefore, we're in kind of a jam on these two particular vehicles and John Everett said I ought to contact you about them.
        Etc., etc., etc.
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        People say nothing is impossible, but I do nothing every day.
        What I do for a living

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        • Profile picture of the author Wi11iam
          Originally Posted by animal44 View Post

          You should really find your own voice...

          Here's an example in the form of a letter from The Gary Halbert letter dated June 30, 1993 where he talks about "foreplay" . I couldn't find it in the online archive, but I only did a quick search. It's more about copywriting than a sales script, however, you should be able to adapt...
          Thanks, I'll have to look up Gary Halbert. It's funny that you talk about having my voice and foreplay. I talked with someone last night and he suggested to be playful and play with the audience.

          -William
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          William C. Hopkins

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      • Profile picture of the author eccj
        Originally Posted by Wi11iam View Post

        Say you get a business owner to refer a nearby hair salon as a lead... How do initiate the conversation when you go and visit the owner of the hair salon? For example:

        Me: Hi is Ms. Biz owner here?
        Biz owner: I'm the salon owner how may I help you?
        Me: Yeah Kelly from Kelly's Diner referred me to you and she thought your business could use my services....

        That was off the cuff example, I've never done a referral lead.

        -William
        The referrer needs to call the referral and tell them to expect to hear from you. At the very lest they need to have talked about you to the referral first. At the most you want the referrer to set up a time for you to meet the referral.
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