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Different Ways to Generate More Leads

In all the years I’ve travelled the world and spoken on stage, audiences ask me the same question:

Blair, how do I find people with money and a need?

Those are the leads that you want. But, it may be a struggle for you to pinpoint which way works best.

I can take you through different ways to generate more leads.

Pick out the one that works best for you and your target audience:

  1. Serving First
    I’ve used this method in every business I’ve ever been with.It works like this…I find a customer or a few customers that I could work for. I do it for free if it’s a service or at cost if it was a product. This helped me get established and also get a testimonial.This is a powerful strategy to use to get yourself started. You get a testimonial, referrals, and that free customer could be a better paying customer later.
  2. Cold Calling
    I have friends in the business that still maintain that cold calling is the most efficient way to generate leads, in terms of time and money.There are a few caveats to make this work, though.You need to:

      • Organize
      • Know what you’re doing
      • Practice what to say
      • Understand your selling cycle

      Also, remember that the purpose of cold calling isn’t necessarily to sell. It’s to get an appointment if your business lends itself to that.

  3. Poodle Strategy
    You may be familiar with our SalesDog personalities. If you are, you know that the poodle type schmoozes and networks.Just remember that introductions from someone else lend more credibility. So, get someone you know to introduce you to the other person.
  4. Retriever Approach
    Following the dog selling personalities, another strategy you can take is the golden retriever. With this strategy, you find leads by association. That means your network, any group you belong to, whether it’s a parent-teacher group or the Chamber of Commerce.

    Also, you can join groups associated with big international business networking organizations. These groups are there specifically to network with other professionals.

    There are a variety of ways to approach lead generation. The key is to choose the one that works best for your business and your target audience.

    #blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

How to Get the Money You need when I Close?

I’ve been on countless stages and one question I hear a lot is:

Blair, how do I get the money I need when I close?

The answer is simple if you’ve followed my techniques so far.

You got through the basic elements to close a deal. Now it’s time to deliver.

If you asked trial close questions throughout your conversations, your client may already be on board. But, now you need to arrange the delivery and payment part.

First, you’re going to talk about pricing. Especially if you haven’t worked out a deal beforehand.

Your business or product costs money. And, this is where a lot of salespeople get hung up.

I always bring up two prices when closing a deal. The first price is your competitor’s pricing or pricing that’s not yours. Choose a price that’s more expensive than yours and bring it up first.

For example, I did a deal with an airline company a few years back for some team development training and a little bit of sales training. I knew that they used a very big global consulting firm at the time.

The firm was very good and very professional. And they were also very expensive.

So, when I got around to pricing, I broached the $100,000 per month they were paying for the firm’s consulting service. I also brought up the value of my training, but I wasn’t charging $100,000 per month.

When I mentioned my pricing, it looked cheaper in comparison.

What happens if you just throw a number out there without the comparison?

Many people don’t understand the value of what you have in a monetary sense. So, it’s a good idea to offer a comparison price before you tell them what your prices are. Otherwise, your pricing looks expensive without the comparison.

Sometimes you may have a third price or discounted price. If you have the ability to give a discounted price, offer it last. Don’t say it upfront, though.

Talk about the discounted price at the very end once they’re already sold on the whole deal.

Also, give a limitation on the deal by quantity or by time. If you don’t put limitations on it, the deal has no validity. Plus, it sounds like you’re just trying to schmooze people.

Remember, it’s all about how you frame it.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

What’s your selling personality?

If you’ve followed me for a while, you know that I like to talk about different sales personalities. I don’t believe that one size fits all molds for success.

What you really need to tap into is your individual sales personality.

What’s your selling personality?

You may say that your business’ selling protocol involves XYZ, but that’s not what I’m talking about.

Each member of your sales team has a different sales personality. If you’re not playing to their strengths, you’re not utilizing them properly.

In my book, SalesDogs, I talk more in-depth about the different personalities and strengths you may encounter on your sales team.

Do any of these types sound familiar?

  1. Pit Bull
    This is the stereotypical attack dog. These salespeople never take no for an answer and are very aggressive. All they need is a cuff to latch onto and they’ll never let go.
  2. Poodle
    This type of dog is charming and loves to be the center of attention. They’re the life of the party and always look good. Poodle salespeople know how to present well and how to get in front of people.

    They’re great networkers and make sales based on that networking skill, not cold calling.

  3. Chihuahua
    The chihuahua sales member is a data freak.

    If you google everything and are constantly on YouTube to gather data, you are a chihuahua personality. These people love the bits and bytes about competition. And, they’re the go-to person when you have questions about the ingredients of a product or the tech of a service.

  4. Golden Retriever
    On the other hand, if you have someone who loves doing things for people, you have a golden retriever on your hands. They’re out there doing favors and taking clients to lunch. They operate on the Law of Reciprocity… If you give, then you shall receive.

    Golden retrievers love the interaction and make great teachers.

  5. Basset Hound
    Lastly, you have the basset hound personality. These salespeople have the natural ability to build instant rapport. Clients naturally trust them. This type really gets where you’re coming from.

    If you have one on your team or you’re one yourself, you should focus on one-on-one deals. Basset hounds are really good at that.

    So, the point of these personality types isn’t to pick the best one. It’s to get you to play to your team’s strengths.

    Find out which personality types are in your kennel and coach them accordingly.

    #blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

Fear of Rejection

I’ve been doing this for a long time. And if there’s one thing I’ve noticed it’s that the word “sales” tends to freeze people up.

I hear a lot of people say that they don’t like sales.

They say stuff like, “I don’t like to sell” or “ You know, Blair, I’m not made for sales.”

The main reason why people say all these crazy things is…

That’s right. Fear of rejection.

But in reality, it’s not so much “rejection” that you get in sales. It’s “objection.”

In sales, you may get people who object to certain things. But, your mind turns those objections into rejections.

It’s what the little voice in your head thinks.

The real issue in rejection, objections, and all that stuff has very little to do with the content of what you’re trying to sell. Or what they’re objecting to…

The real issue is what’s going on between your right ear and left ear.

If you can get past those little voices, you can turn those “nos” into “yeses.”

Imagine if you could just turn 20% more. That’s 20% more income without doing any extra work.

But you’re like many businesses, you’re leaving a lot of money sitting right on the table.

Why?

Your conversions aren’t where they need to be.

Whether you’re going from call to appointment or presentation to close, you’re leaving money behind.

It’s the same thing online.

The only difference with handling objections online is that you have to anticipate what the objection would be. Then you can address it upfront in your marketing copy or your video.

But, the game starts with you.

If you’re afraid that you can’t deliver. Or, you have reservations about overpromising, you have a couple of big problems.

The first involves you going back to your business. Fix whatever it is that bothers you and gives you reservations so it’s not a problem anymore. You need confidence in your business.

More importantly, though, you have to get rid of that little voice, because the objection starts with you. And, you project it onto your customers.

It’s a self-fulfilling prophecy.

Your fear is something of your own making. And, one of the main ways to combat that fear is to address that little voice in your head.