Wednesday, February 25, 2009
Setting Appointments with Your New Leads
When you receive new leads what do you do with them? What is the next step? Having a solid strategy for working with your new leads is important. You don’t want to “wing it” with each new lead and hope that something comes of the contact. I have tried this method and I can tell you – it doesn’t work!! One of the best strategies that you can have when you get new leads is to use as a strategy of setting appointments to meet with the prospective customer. This can be accomplished with both in person types of businesses and global virtual businesses. I work with people both in person and via the phone or web and I am able to set appointments for both. You just have to “think” differently.
When you make an appointment with someone who may become a future customer, there are several benefits that you will find. Let’s explore some of these:
The appointment itself qualifies them as an interested lead.
When you set an appointment, you are cutting through many steps of relationship building and jumping ahead. This saves a lot of time and you are building a relationship with the person faster and more authentically. People do business with people they know. If you have been able to set the appointment with the decision maker you won’t have to go through multiple meetings because you are already at the right one.
You have established a time to meet.
You have set the time and place and now you can prepare for the meeting. You have an opportunity to do research prior to the meeting and be knowledgeable about your prospect and their company. You have to decide what the purpose of the meeting is. If you are building a new relationship it might be that your purpose is just that, to meet, to ask questions, to listen and share information but not to “make a sale”. Determine what your purpose is in advance.
Your time is more productive.
Just the fact that you have an appointment with someone means that they are mildly interested in what you have to say, they are a more qualified lead. If they are meeting with you and spending their valuable time with you they have an interest at some level. During the meeting you need to determine what that interest is.
You know something about your audience beforehand
Appointments give you ample time to do research on your prospective clients and understand what their needs are so that they can be addressed during your meeting. This offers an advantage because you will go into it being able to offer something that they need.
Appointments are a great strategy for following up with new leads. You are able to further qualify the lead as a real prospect and begin the process of building a relationship with them. Since we know that people do business with people they know, this relationship building is key. The appointment moves that process along faster. We can use all sorts of tools for building relationships – articles, newsletters, direct mail, but in person meetings is by far the most effective because you become a REAL person to them, not just a name but a person. You’ve just increased your opportunity for success.
When you make an appointment with someone who may become a future customer, there are several benefits that you will find. Let’s explore some of these:
The appointment itself qualifies them as an interested lead.
When you set an appointment, you are cutting through many steps of relationship building and jumping ahead. This saves a lot of time and you are building a relationship with the person faster and more authentically. People do business with people they know. If you have been able to set the appointment with the decision maker you won’t have to go through multiple meetings because you are already at the right one.
You have established a time to meet.
You have set the time and place and now you can prepare for the meeting. You have an opportunity to do research prior to the meeting and be knowledgeable about your prospect and their company. You have to decide what the purpose of the meeting is. If you are building a new relationship it might be that your purpose is just that, to meet, to ask questions, to listen and share information but not to “make a sale”. Determine what your purpose is in advance.
Your time is more productive.
Just the fact that you have an appointment with someone means that they are mildly interested in what you have to say, they are a more qualified lead. If they are meeting with you and spending their valuable time with you they have an interest at some level. During the meeting you need to determine what that interest is.
You know something about your audience beforehand
Appointments give you ample time to do research on your prospective clients and understand what their needs are so that they can be addressed during your meeting. This offers an advantage because you will go into it being able to offer something that they need.
Appointments are a great strategy for following up with new leads. You are able to further qualify the lead as a real prospect and begin the process of building a relationship with them. Since we know that people do business with people they know, this relationship building is key. The appointment moves that process along faster. We can use all sorts of tools for building relationships – articles, newsletters, direct mail, but in person meetings is by far the most effective because you become a REAL person to them, not just a name but a person. You’ve just increased your opportunity for success.
Sunday, February 22, 2009
Wednesday, February 18, 2009
Wednesday, February 11, 2009
Tuesday, February 10, 2009
Monday, February 09, 2009
Are You Evaluating Your Lead Generation Strategies?
Are you evaluating your lead generation strategies?
Generating new leads is a focus of most business owners. But do you ever stop to evaluate where your leads are coming from and how your lead generation methods are working? It is important to have systems in place to track new leads and evaluate each lead strategy.
There are a couple of ways that you can do this.
1. Website –
If you have a website then it should be one of your lead generation strategies. You want to have your subscription form on your site for your newsletter or email list. If you don’t, you will not be able to keep in touch with folks that visit your site. Take a look at your website statistics to see what kind of traffic your site receives and where the traffic is coming from. If your web host does not provide statistics you should set up a Google Analytics account and add the code to your web pages in order to track your traffic. You want to know who is visiting, how long they are staying on your site, what pages they are visiting and where they came from to get there. Did they do a search? If so, what keyword were they searching that landed them with you? Once they are there are they interacting with you and your site: subscribing to your newsletter, taking surveys, leaving feedback on your guestbook or forums? All of this detail is great information for you.
2. Leads –
Do you receive leads from referrals, lead boxes, listings in directories, yellow pages? When a new person contacts you it is a good idea to ask where they got their information from. Recently several business owners have asked whther the Yellow Pages is a good place for them to spend their money. As a business coach I really don’t know the answer to that because it is different for each business. It depends if YOUR business is receiving calls as a result of the ad. That is why asking about where the lead came from is so very important.
It's essential that you know where your leads are coming in and what isn't working. It's not cost effective or wise to use mediums that aren't working. They should be changed so that there are more leads generated, in the case of a website, or done away with altogether, in the case of a
newspaper advertisement.
The medium that you dispose of right now can always be revisited in the future.
A down economy is a great time to evaluate everything that you are doing, but it is not a time to eliminate advertising and marketing. You have to continue to market or you won’t have new leads and referrals. Do your marketing wisely, track it all and evaluate relevant pieces each month.
As part of the new Business Coaching Express program I am offering a marketing plan review. If you have questions about your marketing then sign up today.
Generating new leads is a focus of most business owners. But do you ever stop to evaluate where your leads are coming from and how your lead generation methods are working? It is important to have systems in place to track new leads and evaluate each lead strategy.
There are a couple of ways that you can do this.
1. Website –
If you have a website then it should be one of your lead generation strategies. You want to have your subscription form on your site for your newsletter or email list. If you don’t, you will not be able to keep in touch with folks that visit your site. Take a look at your website statistics to see what kind of traffic your site receives and where the traffic is coming from. If your web host does not provide statistics you should set up a Google Analytics account and add the code to your web pages in order to track your traffic. You want to know who is visiting, how long they are staying on your site, what pages they are visiting and where they came from to get there. Did they do a search? If so, what keyword were they searching that landed them with you? Once they are there are they interacting with you and your site: subscribing to your newsletter, taking surveys, leaving feedback on your guestbook or forums? All of this detail is great information for you.
2. Leads –
Do you receive leads from referrals, lead boxes, listings in directories, yellow pages? When a new person contacts you it is a good idea to ask where they got their information from. Recently several business owners have asked whther the Yellow Pages is a good place for them to spend their money. As a business coach I really don’t know the answer to that because it is different for each business. It depends if YOUR business is receiving calls as a result of the ad. That is why asking about where the lead came from is so very important.
It's essential that you know where your leads are coming in and what isn't working. It's not cost effective or wise to use mediums that aren't working. They should be changed so that there are more leads generated, in the case of a website, or done away with altogether, in the case of a
newspaper advertisement.
The medium that you dispose of right now can always be revisited in the future.
A down economy is a great time to evaluate everything that you are doing, but it is not a time to eliminate advertising and marketing. You have to continue to market or you won’t have new leads and referrals. Do your marketing wisely, track it all and evaluate relevant pieces each month.
As part of the new Business Coaching Express program I am offering a marketing plan review. If you have questions about your marketing then sign up today.
Sunday, February 08, 2009
Friday Night Shout Out (a bit late in getting it here!!)
TGIF!!
Don't you just love Fridays?!? I know I do. It's a sign of the upcoming weekend, time to play with the kids and just relax a bit!
This week has been a busy one for me and I haven't even had a chance to let you know about the great things that I have added to Compass Rose Consulting!
So, I am writing a quick Friday afternoon note to give you the link so that if you have a minute you can check it out!! Next week I will send you a longer email, with articles, ideas, and info on this new program.
In a nutshell, I've been watching CNN (too much, probably), and all they talk about is the new president, the economy and the delayed stimulus package. As a small business owner, it can be downright scary and depressing. But, at the same time I see energy, enthusiasm and optimism all around me and that is what I am choosing to buy into!
But all of the news also got me thinking about my programs, access to them and who was wanting them and who was challenged to. I spent a great deal of time over the past week overhauling my new VIP Coaching program BEFORE it even got out of the door. I redesigned it so that it is totally accessible to small business owners and offers incredible value. I also was having some fun playing with names and websites and renamed it.
Business Coaching Express. What I want you to get from it -- that when you join you will receive coaching to accelerate your results. That this program is about action, fast action to move you and your business forward and upward!!
Well, already this email is longer than I expected.
Check it out:
http://www.businesscoachingexpress.com
And let me know what you think!!
Have a great weekend.
I look forward to talking with you soon.
All the best,
Donna
Donna Price
Compass Rose Consulting, LLC
Jump on the business coaching express and see your business outcomes accelerate!
Don't you just love Fridays?!? I know I do. It's a sign of the upcoming weekend, time to play with the kids and just relax a bit!
This week has been a busy one for me and I haven't even had a chance to let you know about the great things that I have added to Compass Rose Consulting!
So, I am writing a quick Friday afternoon note to give you the link so that if you have a minute you can check it out!! Next week I will send you a longer email, with articles, ideas, and info on this new program.
In a nutshell, I've been watching CNN (too much, probably), and all they talk about is the new president, the economy and the delayed stimulus package. As a small business owner, it can be downright scary and depressing. But, at the same time I see energy, enthusiasm and optimism all around me and that is what I am choosing to buy into!
But all of the news also got me thinking about my programs, access to them and who was wanting them and who was challenged to. I spent a great deal of time over the past week overhauling my new VIP Coaching program BEFORE it even got out of the door. I redesigned it so that it is totally accessible to small business owners and offers incredible value. I also was having some fun playing with names and websites and renamed it.
Business Coaching Express. What I want you to get from it -- that when you join you will receive coaching to accelerate your results. That this program is about action, fast action to move you and your business forward and upward!!
Well, already this email is longer than I expected.
Check it out:
http://www.businesscoachingexpress.com
And let me know what you think!!
Have a great weekend.
I look forward to talking with you soon.
All the best,
Donna
Donna Price
Compass Rose Consulting, LLC
Jump on the business coaching express and see your business outcomes accelerate!
Friday, February 06, 2009
Wednesday, February 04, 2009
Sunday, February 01, 2009
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