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Ask These 2 Critical Questions to Increase Your Sales

June 2, 2016 by Lisa Mininni Leave a Comment


What are the questions you should be asking to increase your sales?

You may be thinking what questions you should be asking your prospects. I don’t mean your prospects. What I mean is what are the questions you should be asking yourself and your team to increase your sales?

Here are two critical questions that will get you started:

1. Are you being intentional?

There are many facets of being intentional. First, are you targeting your preferred client? When I was reverse engineering the revenue goals with one of my Profitability Lab Clients, he quickly realized that to reach his year-end goal, he needed to increase his sales.

He acknowledged that he and his team were busy with a number of other activities but not focused on enrolling new prospects. After creating a Preferred Client Profile list, he and his team became deliberately intentional in their outreach.

He had another realization, which brings me to the second question:

2. Are your systems fully functional?

You can be intentional in contacting your preferred clients, but if you don’t have the system to pre-qualify your prospects, you’ll be talking to a number of people not ready to do business with you.

Once you’ve made contact, if you don’t have a system to follow up, you’ll get in the day-to-day distractions of your business. The next thing you know you will miss out on a number of opportunities all because you had no system to follow up.

When a client has enrolled with you, if you don’t have a solid system to follow through, you will lose credibility. If you don’t get the client what they signed up for in a timely manner, they won’t see you as reliable or trustworthy. And people want to do business with people they know, like and trust.

If you don’t have system to take care of the new client when something breaks down, they won’t feel like you care. While you work hard, there are times where something will not go as planned. Make sure your client care systems are in place to efficiently resolve any mishaps.

lead generation excellerate associatesTo learn more about how to pre-qualify your leads, reduce costs, and speed up productivity, click here to listen to the replay of our latest free webinar,

Automatic Lead Generation 24/7.

Filed Under: Blog Tagged With: lead generation

Bridging the Gap Between Your Offline and Online Marketing

May 19, 2016 by Lisa Mininni Leave a Comment


There was a time not so long ago when experts suggested you have an offline and online lead generation strategy. With social media sharing and technology enhancements, the conversation has shifted from separation to integration of strategies.

Marrying your offline and online lead generation activities is more important than ever. For example, one of my new clients has an alternative health care practice. She meets her prospects offline at networking events, specialized live events, and even the health store. When they strike up a conversation with her, they often ask for her business card, so she gave them her card and hoped that they call her.

With my systems hat on, I asked her what might be possible if she could make her business card work as a lead generator. At first she looked puzzled. I explained further. Instead of hoping someone calls you, what if you give them a compelling reason to initiate contact with you?

She began to smile. That would be great, she said.

When you tailor your messages to your preferred client and offer something that adds values and they take action, they’ve shown interest. During this process, you have an opportunity to pre-qualify them, help them solve a problem, and even take the next step in doing business with you. What’s even better is that much of this lead generation process is automated.

My client began to see that by having an automated and integrated lead generation process, she:

Maximized her networking time by having a system that followed up with her new prospects;
Gave her referral sources a systematic way to refer others; and
Created a value-added way to keep in touch and be top of mind with her prospects and clients.

When you bridge the gap between your offline and online marketing, you are able to serve your clients at a higher level, leverage your business, and improve your return on your marketing and networking dollars.

UPCOMING COMPLIMENTARY WEBINAR!

lead generation excellerate associatesTopic:   Automatic Lead Generation 24/7

Date:  Wednesday, May 25, 2016

Time:  6 pm Eastern/5 pm Central/4 pm Mountain/3 pm Pacific

  • We’ll bust the #1 myth about lead generation that’s killing your business.
  • Learn how to maximize the marketing you’re already doing and boost your profitability.
  • Never let leads fall through the cracks again!

registernow - blue

Filed Under: Blog Tagged With: integrated lead generation systems, lead generation

Why is An Integrated Lead Generation System Important for Your Small Business?

May 12, 2016 by Lisa Mininni Leave a Comment


progress-iconLead generation describes the marketing process of enrolling and capturing interest in a product or service for the purpose of developing sales. A lead is a potential buyer who shows some level of interest by taking an action.

Over the years, lead generation has shifted the buying process from finding customers with mass advertising to being found and establishing continuous relationships. As a business owner, you now need to think through how to reverse the sales process so that these educated customers find you instead of you chasing them.

With the noisy abundance of messages capturing your lead’s attention, it’s more important than ever to stand out from the rest. As your prospects get better at filtering the messages they don’t want to hear and researching what they do want to learn about, you want to make sure they find you.

If you’ve been in business a while, then you have multiple ways to market and generate leads, each of those tactics should integrate your automatic lead generation system. Creating a solid and integrated lead generation system will help you capture leads and pre-educate them.

For example, let’s assume that you or your sales team generate leads through a trade show. Sadly, some surveys estimate that only 20% of traditional trade show leads are actually followed up on.
Now, imagine if you have a sales person on your team attend a trade show and this person leaves your team. In running the business, you may not personally be able to follow up on those very leads that were generated.

You just invested your time, your employee’s time and wages, and invested in booth charges only to lose out on these leads because you are missing an automated lead generation system that could follow up timely.

When you have an integrated and automatic lead generation system, you have a back up system that not only gives your business leverage but automatically follows up with your leads so they know you’re taking care of them. You also have a systematic way to cultivate the relationship with relevant content that nurtures your leads until they are ready to buy.

Stay tuned for an upcoming Free Webinar: Automatic Lead Generation 24/7! Details on registration coming soon!

register-nowIf you’re inspired to take action today, claim your seat now for the  Automatic Lead Generation 24/7 Workshop on June 10 and 11, 2016. This is a hands-on, bring-your-computer, get-it-done workshop. More at http://www.excellerateassociates.com/automatic-lead-generation-247.

Filed Under: Blog Tagged With: automated lead generation, integrated lead generation, lead generation

How to Create More Leads by Using an Opt-In Offer

August 14, 2014 by Lisa Mininni Leave a Comment

computer sign authorize hands opt inOne of the ways to keep leads flowing into your sales system is to have an opt-in offer. An opt-in offer is when you receive expressed permission from the person opting in or subscribing.

An opt-in offer is part of a Lead Generation System that converts your traffic into pre-qualified leads. An offer might be in the form of an audio, video or eBook.

To convert your website traffic into pre-qualified leads, it’s wise to put on your ideal client hat when creating your offer. Think of what your ideal client would find most valuable. The most successful offer gives immediate satisfaction or results.

Since we all buy into benefits (versus features), make sure to include the benefits your reader will get when downloading your eBook. For example, instead of talking about the 549 pages in your eBook, focus on the positive benefits, like more…money, free time, or financial freedom they will get after reading your eBook.

One of the easiest ways to create an opt-in offer is simply by using a Word document to create an eBook. While there is no set length to an eBook, make sure you give instant value to the reader. You may be able to help them with one worksheet, 25 pages of fill in the blank, or even a multiple choice survey to help them create awareness of their current needs or situation.

Your eBook may include a questionnaire that helps them solve a problem or get their thoughts together. Consider that your eBook may also be the very first step in the process of working with you. When finished writing your eBook, simply convert your Word document into a pdf. Once the person opts-in, they are simply directed to your download.

There are many emarketing systems, like aWeber. They provide easy-to-implement opt-in forms for use on your website. Once someone opts in, you can simply create and send professional email marketing newsletters to cultivate the relationship with your new prospect. These systems also help you to add continuous value through a weekly or bi-monthly eZine or eNewsletter.

When you use these systems to add value and stay in touch, watch as you continuously fill your prospect pipeline. You’ll also find, like I did, how easy it is to convert those prospects into clients when you give value first.

Entrepreneurial Edge System x 150

For your complete guide to creating your own Lead Generation System on your WordPress website, pick up your copy of the complete Entrepreneurial Edge System Self-Study Program today.

Filed Under: Blog Tagged With: lead generation

Systems That Solve Your Business Snags

July 11, 2013 by Lisa Mininni Leave a Comment

(See hyperlinks below for additional information on types of systems):

systems approach whole vs pieces

Best-Selling Author of E-Myth Revisited, Michael Gerber said, “Let systems run the business and people run the systems…People come and go but the systems remain constant.”

There are many examples of systems at work, including our own circulatory systems, eco systems, and even marketing systems. Some of the most profitable businesses started with systems:  McDonald’s and Federal Express are popular franchise systems.

A system can simply include a set of steps completed at regular intervals or a daily set of habits to increase productivity. Some business systems can be developed in a few minutes or more complex systems can take weeks to implement but offer the business owner leverage and significant return on investment, like a lead generation system.

Systems Are Building Blocks to a Profitable Business

Efficient systems will solve your biggest frustrations, like prospect follow up, inadequate cash flow and declining sales.  Examples of business systems include sales, marketing, accounting, payroll, fulfillment, operations, lead generation, and hiring to name a few.

Whether you realize it or not, systems are critical building blocks of your company.  Because every single area of your business is part of a system that can be managed, building systems within each business function is critical. What’s most important is making sure that each area or part works together for the entire business. Creating those interrelated, effective business systems is essential to growing a profitable business you love.

Systems Create Freedom, Not Inhibit It

A systems approach looks at the whole and reduces shoot-from-the-hip tactics.  It includes processes, standards, and other metrics designed to serve as a blueprint. When you have a blueprint, one simple glance at your metrics and you’ll know how your strategies are or are not working.

Now that you know what a system is and how a systems approach can work, it’s time to identify yours.

  1. Take a minute to identify where you feel the most pain or source of frustration in your business.  For example, are you finding it difficult to keep up with following up with people inquiring about your services?
  2. Determine if you need additional assistance, automation, a process or procedure.
  3. When determining a solution, consider how it will impact the whole business.  One system may appear to be a quick solution, but really isn’t when you consider how it will interface with your other systems.  For example, if you integrate a shopping cart software system, but it doesn’t adequately interface with your accounting software, you may have faulty sales reporting or unnecessary staff expenses because you need to maintain two separate systems when you could have an integrated system that works together seamlessly.

 

Ultimately, it is your business system that will leverage your time, effort, and resources and turn your business snags into business success.

Filed Under: Blog Tagged With: business systems, entrepreneurial edge system, lead generation, what is a business system

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