Transcript Networking To Grow Your Business

Your Lead Generation System
Martin Birkbeck
The Growth Coach
NetworkingMFG.com Meeting
September 16th, 2008
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Martin Birkbeck – GO4BIG
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UPS Executive 25 Years
Georgia Organization for Business
Improvement and Growth
The Growth Coach
Business Broker – Metro Brokers/GMAC
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Your Lead Machine
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Lead Generation
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Lead Nurturing
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Marketing, Networking, Referrals
Ongoing relationship development
Phone Calls, Letters, E-mails, Case
Studies, Etc..
Lead ROI Analysis
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What activity is paying off
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Analyze Your Most Recent Lead
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Where did it come from?
Was it a qualified lead?
What did you do with it?
What was the outcome?
What is happening with that lead
today?
Did you analyze the cost for the lead?
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Lead Generation - Networking
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Infomercial Power
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Bring clarity to yours
Listen closely to others
Grow your Network
Offer Referrals
Ask for Referrals
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Nurture Leads
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25-30% of leads are short term leads
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70-75% of leads are long term
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Ready to purchase within the sale cycle
window
May not be ready to buy. Doing research.
Focus on all of these leads
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Do not let long term leads fall through the
cracks
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Nurture Leads - continued
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Maintain relevant and consistent
communication
Match your communications to your
prospects purchase cycle
Foster key relationship attributes
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Trust, knowledge, awareness
Enhance trusted advisor image
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Measure Your Results
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Which offers are working?
What percent of inquiries become
leads?
How many long term leads are in
progress?
Track stages of sales cycle
Track dollar value of deals closed
Track deals closed by lead source
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Your Simple Lead System
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Are you ready to send out requested
literature?
Do you have a system to enter names of the
inquirers?
Who will follow-up and qualify on these leads?
How quickly are the qualified leads handled?
Is there a method to nurture the not ready now
leads?
How do you track the effectiveness of your
lead generation programs?
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