Bob Beck International - Quid Pro Quo Lead Generation

PART 1: Change Management
Flexibility and adoptability are keys to success moving forward in today’s business world. All of us have to get out of our “comfort zones” so we can positively affect change. We discuss how to do this in part 1.

PART 2: Franchise Mind Set
Is everyone running their territory/vertical like it was truly their own business is the question we ask? The answer is usually, “No”. We define what a “franchise mentality” is and how to run your territory/vertical as if it is your own company in part 2.

PART 3: Referrals
Good referrals have the shortest and easiest sales cycles. They most often result in business/revenue. Everyone loves to receive referrals. In part 3 we discuss how to receive more referrals and how to make this part of the disciplined routine everyone needs to focus on.

PART 4: Public Speaking
Public speaking can be an excellent way to find new sales opportunities. In part 4 we discuss how to give speeches, what to speak about, where to speak, and the benefits of speaking. Speaking will increase your status and visibility in the market. Speaking publicly can be an easy way to generate leads if you know how to do it correctly.

PART 5: Networking
Networking has to be an activity that you must invest time into regularly for it to be effective. In part 5 we talk about the 10 rules for productive networking. We also develop a chart and method for measuring how effective our networking skills are.

PART 6: Cold Calling
If we are going to invest time in cold calling we have to set the right tone from the very first contact. The question posed is, “who is calling”? Is a quota carrying sales person calling trying to sell something? Or is it a trusted advisor calling to help explore and solve business issues? We help everyone make sure the trusted advisor is calling.

PART 7: Seminars
Marketing ourselves through seminars can be a very effective way to touch many potential prospects in a short amount of time. Time works against us in sales and we need to employ methods that help us shorten the sales cycle. Part 7 goes into detail about how seminars can work for you in achieving your goals.

PART 8: Writing
There are many ways to get written communication out to your prospect base. You want to be a perceived expert in your market place. Getting articles written and placed, developing a blog, and other methods that we will discuss in part 8 will help you achieve this.

PART 9: Direct Mail
Direct mail can be an effective method for generating leads or a waste of time and money. In part 9 we teach how to do this successfully and what are new methods being employed in this area.

PART 10: Coincidental Selling
This can be thought of as obtaining sales as a matter of circumstance rather then a direct focused effort. In part 10 we determine ways to increase the odds and explain how you can make this an effective part of your lead generation plan.

PART 11: Trade Shows
Have you ever had any formal training on how to work trade shows for leads? These cost a great deal of time and money. We find that most sales professionals do not know the most prudent ways to leverage the opportunity to generate leads at trade shows. Our aim is to change this in part 11.