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OVERVIEW:
A Lifetime of Leads presents nine proven methods for developing a solid and growing prospect base . . . without cold calling. It has been designed and structured for sales professionals and business owners at all levels of experience — from the most novice to the most accomplished. During the program, participants will gain new skills, develop new strategies and renew their enthusiasm as they explore several practical alternatives to traditional telemarketing — 500 insights in total.
A Lifetime of Leads training programs are available in many formats ranging from a 60-minute keynote address to a 9-day program series. For example, a 3-hour seminar can introduce and provide an overview of the core methods for lead generation, or can be tailored to focus on one method of particular interest to the audience. Not only will participants learn ‘what to do,’ they will also learn ‘how to do it’ — with concrete clear steps for more effectively generating leads.
WHO SHOULD ATTEND:
This program is ideal for business owners as well as all novice to veteran sales professionals engaged in relationship-oriented selling — and a valuable experience for anyone who is engaged in building more effective business relationships.
WHAT TOPICS ARE COVERED:
Method 1: Clientbase Saturation
50 ways to get the most from your current clients.
When looking for new business, current clients are always the best prospects! This segment focuses on a method for developing client relationships to their maximum potential — helping them in every way possible and, in the process, laying a stronger foundation for their ongoing referrals.
Method 2: Refined Referral Building
50 pointers for gathering higher-quality referrals.
Stronger client relationships should naturally lead to more and better referrals — but sales representatives need to know when and how to ask for them! This method focuses on applying a special questioning technique during the referral gathering process, which provides the sales representative with much more background information about the referred individual and boosts the client’s desire to facilitate the connection.
Method 3: Professional Interpersonal Networking
50 skills for turning virtually any social or business function into a lead generation event.
Every day, sales representatives cross paths with millions of dollars in opportunities — yet allow those opportunities to pass them by. Why? They didn’t know what to do. This segment teaches sales representatives how to turn virtually any social or business function into a lead generation event. Whether the event is as structured as an association meeting or a chamber of commerce mixer — or as casual as a church social or workout at the gym — the 30 Network Builders covered during this hour will enable participants to quickly, smoothly and comfortably meet the people they want to meet.
Method 4: Value-Focused Farming
50 things every "farmer" should know ... from how often to “water” and when to “weed.”
This method picks up where most target marketing or niche-marketing programs leave off. While others focus on selecting a niche or target market and identifying a prospect base, this segment explains what should be done after those steps are finished in order to harvest the business.
Method 5: Strategic Seminar Selling
50 suggestions for designing, marketing and conducting professional seminars that SELL.
Seminar selling isn’t a thing of the past. Properly titled, targeted and executed, Strategic Seminar Selling can offer closing rates of 80% and more! This segment presents 21 pointers for designing, marketing and conducting seminars which build stronger relationships with attendees, reveal better information for qualifying them as prospects and offer a virtually guaranteed appointment with the best prospects in attendance.
Method 6: Secrets of Trade Show Selling
50 ways to maximize the return on your trade show investment — before, during and after the show!
Whether you are new to selling at trade shows or a seasoned exhibitor, this method looks at 36 specific aspects of booth design and staffing that will help you maximize the return on your trade show investment — before, during and after the show!
Method 7: Image Marketing
50 strategies for enhancing your presence in the professional business community.
Like any other professional, a sales representative’s image is crucial to their success. A strong reputation . . . a proven track record . . . a history of community support . . . these qualities and many more shape the way a sales representative is viewed by others. This method presents participants with 16 strategies for enhancing their presence in the public eye — gaining exposure, publicity, free advertising (and perhaps a little fame and fortune in the process).
Method 8: Leveraged Technology
50 tips for making sure your website doesn't become another chunk of worthless space debris.
Using the Internet as a lead generation tool takes creativity and commitment — and a keen awareness of the web world's unique demands. This method explores 32 tips for making sure your website generates the traffic you expect, and gives you the bottom line results you need.
Method 9: Expert Positioning50 avenues for establishing yourself as an industry expert — at the local, regional, national and international level.
Every industry has its experts — and there’s no reason why any given business owner or sales professional can’t become one of them! This short segment explores 9 avenues through which someone can establish themselves as an industry expert — at the local, regional or national level.
Method 10: Cold Calling
50 ways to make cold calling a warm experience.
“I thought this wasn’t a cold calling program?” It isn’t. But it is a great time to remind everyone that the most direct route to reaching the prospects they want most is by picking up the phone and calling them. This portion of the program explains how to make the process as painless as possible.
FORMATS:
All programs are customized to address the unique needs of each audience. Programs are conducted through the dialectic technique — a method which maximizes audience participation, boosts comprehension and increases retention — and include a variety of exercises and small group discussions.
A Lifetime of Leads is available in several formats. Choose a format based on the depth of training you desire:
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