I hope everyone had a fun and safe New Year’s Eve.

Are you ready to take it up a notch in 2012? I sure am.

January is always an exciting time–fresh beginnings and new challenges. On the flip side it can be a little scary. It’s kind of like an artist staring down a blank canvas hoping to create a masterpiece.

Starting from scratch is always hard. That’s why I like to start a New Year by reviewing the fundamentals. In my business (and probably yours), that means taking a look at how I am doing SEO for each of my websites.

Join me tomorrow (1/4/2012) at 1 pm ET for a FREE webinar to review SEO Fundamentals.

Here’s what we will be reviewing…

1. Keyword research
2. Content architecture
3. Editorial calendars
4. Link building strategies

Bring your notepad and your questions and we’ll get a little search traffic headed your way!

You can’t make this one? Join Bill Rice for one of his other Internet Marketing Courses.

As sales folks we’re always looking for leads, right? Over the years the most productive trick for me is to have a lot of sources of prospects always churning around in my daily prospecting routine.

Here are some of my regular money-makers…

Keep Up on the News

Whether it’s Google News online or the good old-fashioned newspaper, keep in the know.

At least once a week I will spot a person, an organization, or a trend that has an interesting business angle for me. These opportunities are going to look a little different for every sales person, but here are some real examples readers have shared with me:

• A local region was targeted by the Department of Energy for funding smart grid technology. One of our readers sold a technology solution that was a key component to the kind of project.
• A mortgage broker spotted a new builder purchasing existing lots in a incomplete neighborhood development. She got an exclusive referral relationship.
• Numerous stories of how recent legislative changes have opened and closed short-term opportunities for mortgage and insurance brokers.

In addition to direct leads, being knowledgeable of what’s going on the world, and even in sports, can give you the edge in a new sales conversation.

Do you have any stories of sales leads you got from tracking the news? I’d love to hear it in a comment below.

Follow Your Competitors

It sounds like follow-the-leader, which is rarely a good strategy. However, I use this strategy more like a quarterback reading the defense. I want to know where the gaps are so I can throw to the open field. And if everything is covered I like to know where the weakest coverage or my strongest advantage is so I can drive it to my strongest option.

You’re going to have competition. It’s really silly to ignore them. I’ve found over the years, whether they are better or worse than you, they’re still going to feed you leads. Be ready to gather them up.

Networking

Online or offline, you need to be meeting and connecting with people constantly.

My online networking strategy is to go broad, test, and then narrow to the most productive. On a monthly basis I’m usually testing one or more social networking channels. I love observing and measuring the sociology of it all and seeing how I can move human behavior. It’s fascinating and highly profitable. In a highly attention saturated market it’s tough to move people in the right direction. I want my market to see the real stuff that can help them or their business–that’s my goal.

[Secret tip: Once I have determined the most effective strategy in these online networks I teach it and have others manage most of the day-to-day engagement. This allows me to scale these less efficient networking venues.]

My offline strategy is similar. The challenge is that it takes your physical presence and that can be highly inefficient. Therefore, my testing is far more critical. I want to find the best events, meetings, and organizations that are target-rich. Then I concentrate on those venues.

[Secret tip: I also leverage others in my offline strategy. Again, as I figure out the venue or it becomes less productive, I will have others manage and maintain our organization’s presence. That way we are still participating, adding value, and gaining value; but it doesn’t always require my personal presence.]

Don’t Forget Local

In the age of the Internet and everyone being connected, local is rich with business opportunity. I’m not talking about Google Local or some other hot topic in online local. I’m talking walking through the door and shaking a hand in your local community.

Sure everyone goes straight to Google when they need a product or service, but what if you had walked through the door a couple of months ago. Right! They would instead say, “Who was that guy or gal that was in here a few weeks ago–I’m gonna find that card and call them.” Or even better, when that person is asked for “Their guy (or gal) for such and such.” They’ll proudly dig out your card and get you a referral because everyone wants to show they’re connected.

Speaking & Writing

This is my bread and butter if you’re willing to put in the effort. It is a long-term strategy, but it is also a long-term money-maker. I get calls and emails daily for folks that have read my stuff or heard me speak. Ironically, most of it is older stuff (I think this might be the Google effect of older stuff ranking higher). However, that’s the magic. Stuff I wrote years ago or a talk I gave months ago is still bringing me a steady flow of conversations and leads.

In addition, it is a rich repository of sales collateral and references for my current sales. Invariably a new prospect will want me to send them something. My archive of blog posts and presentations makes that about a 5 minute exercise.

Talk to me people! What are your favorite sources of new business? Leave a comment and share.

Every sales person needs a website. It really is just that simple.

If you’re a mortgage sales person I can solve this missing part of your sales funnel in 48 hours…

My team a Kaleidico just launched two new game-changing products:

1. Mortgage Web in a Box Websites, a full-featured mortgage lead system for only $47/month. If you want fresh articles and blog posts automatically posted every week you can get the Pro version for only $97/month.

2. Mortgage Web in Box Articles, if you already have a mortgage website or blog you can put it on auto-pilot. This service provides you with expertly written mortgage articles every month.

Why is this so important to your mortgage business (or really any sales person)?

Let’s do a little thought exercise…

Think about the last 5 major purchases you made. Where did you go first? Right, the Web.

Face it, we are hopelessly jacked into the Web. (Heck, I’m on vacation in beautiful Italy and I’m still sadly plugged in 24/7.) What’s more, people that are using the Web to research, compare, and select the companies and people they want to work with online tend to be the kind of people you want calling you–affluent, educated, and ready to buy.

Are you willing to miss these kinds of sales opportunities?

Okay, then stop fooling around and get the mortgage website or mortgage articles you need to get more Internet mortgage leads.

Sales is often thought of as constant activity. This is a dangerous mindset. If your sales are generated 100% by active processes (prospecting, cold calling, follow-ups) then, like a bicycle, if you stop pedaling your sales will quickly coast to a stop.

Adding in some processes that attract prospects and sales is just what your heart doctor ordered:

1. Identify the top 10 blogs/bloggers in your “market,” comment daily. This attracts eyeballs and gives people a non-threatening way evaluate your knowledge and what it might be like to work with you.

2. Post something valuable to your Linkedin status, everyday. Linkedin is full of affluent buyers and decision-makers. Flowing in valuable information and resources to your professional network is a great way to give value first. And, even more importantly it doesn’t take a much of your “sales time.”

3. Build a community. This isn’t as hard as you think. Simple use Linkedin, Twitter, Facebook, or other social networking venue to target and attract sales. This always starts with adding value (content and commentary) to the network. They will come.

4. Post your cell phone number and email (prominently) online. This is the BIGGEST mistake of most sales people. How can someone buy something from you if you don’t tell them how to contact you. I have one simple recommendation: Stop Hiding Your Damn Phone Number!

5. Talk to lots of people, not just sales prospects. The sales person with the most good conversation will always win. Sales come from the strangest places. And people buy from people they know and like. Therefore, your number one goal should always be to meet more people and connect in a meaningful way.

Do you have any proven passive sales techniques? How do you attract sales?

Designing the Ultimate Business Card

When designing a business card, there’s a few things to consider before you send those cards off to be printed. After all, it’s not just about relaying information to a client. It’s about doing so in a way that is not only functional, but inspiring as well. First impressions are important, and an effective business card that catches eyes could be just the thing that sets you apart from the rest.

Image and Evoking Emotions

First things first, think about all the information you want to relayed to the client. Not just the facts, but the attitude of your business. Think about the things that could subtly show what you’re all about.

Size and Shape

Consider the size and shape of your card. You’ll probably want to make it easily transportable. Standard business cards are 2″ by 3.5″. While a horizontal card is a more traditional in look, vertical business cards offer higher visibility when thrown in wallets. However, an unorthodox shape, like a diamond or circle, may be just the edge you’re looking for.

Design

Be creative in your design. There’s only a limited amount of space to use, so you’ll want to utilize the negative as well as the positive space. Die-cuts may add an unique style, but they often take up a large amount of space.

Functionality

It’s important to think about function also. Condense the information on your card in a way which relays the important first in a large font, and lesser details in smaller font beneath. If you have a lot of information that you want to get across choose a layout that allows the card to fold out.

Colors

Use colors smartly. White can make a card look sterile, clean, and professional. Whereas black tends to looks powerful, elegant, and high end. If your business is about portraying itself in a relaxed manner, consider the colors yellow or blue. Yellow representing relaxation, and blue trust.

Typography

The typography of your card is just as important as color choice. Combine fonts that work well together. Mixing up fonts can be a handy way to catch your client’s eye. However, you should be conservative in your design aesthetic. Something too flashy may drive potential clients away.

It’s important to think of your business card as an extension of your business. Stay professional, but don’t be scared to mix things up. With a little focus it should be no problem to come up with a card that’s both informative and inviting.

Tips for Creating a Sales Referrel Funnel

Some of the best prospects in a sales professional’s pipeline are referral leads. These “warm” leads can be a great source of business if they are properly cultivated. Here are some quick sales tips on what steps you can take to create a proven referral system to supplement your sales pipeline.

1. Speak Up!

Make it a habit to ask for referrals throughout the sales process. Once it becomes second nature to you, you’ll easily work it into your everyday sales vocabulary. Also, it’s never too early in the sales process to work in this habit. For instance, even if you receive an objection during a cold call, that prospect may know another contact that may have a need for your product or service. The sooner you adopt this practice the better as you’ll find out those flat out objections turn into new opportunities.

2. So and So Said…

When you get a referral, make sure you get permission to reference the original prospect or client in your initial dialog. This is an indispensable bridge to the referral and allows you to more easily circumvent early objections or gatekeepers.

3. Keep in Touch

Tap into your existing client base. Even if you’re new to your position, often times companies have clients that were acquired by predecessors who have fallen through the cracks. These can be valuable sources of leads and referrals and it’s a perfect opportunity to warm up current relationships. If you have been at your position for a while and have not made it a point to schedule your existing clients for periodic follow up calls in which you ask for referrals, you have cost yourself plenty in wasted opportunities.

4. Incentives

Added incentives. This step is appropriate for some business models and industries and highly inappropriate for others. For some products and services, discounts and referral programs to existing clients is a natural part of doing business. For others it can be tacky. Whatever the case, understand that most people like to help others. Being needed and appreciated for your help and expertise is a natural part of being human. So understand that about your clients and even if it’s not appropriate to add an incentive to referrals or employ a company referral program, a simple thank you card or springing for a lunch can be an unexpected touch of class that will only benefit you in the long run.

Finding New Trends for Sales - BetterCloser.com

The other day I had a client tell me Smart Grid Technology was going to be fruitful ground for his product.

Naturally, my sales instincts kicked in and I said, “Cool, who’s doing that in your region?” To my amazement he said, “I’m not sure, probably no one.”

This is the kind of thought without action that constantly defeats good sales people.

I wasn’t going to let that happen to my client. I suggested we do a quick screen-sharing exercise and figure out how we can find the seeds of sales in this trend.

Here’s basically the 10 step (Google) process I used to find my client his first couple of leads:

1. I didn’t know a lot about Smart Grids. So, I simply searched that term.
2. I took that knowledge to refine my query to find the money. Whenever, I am looking to sell into an emerging trend I want to know where the money is coming from (i.e., private equity, VC, corporate investment, government funding) and where it’s going—these are your targets
3. In this case, as I suspected (being a Green thing) was coming from the government. More specifically DOE (Department of Energy).
4. Knowing where the money to fund these new initiatives was coming from, we searched for companies getting the money.
5. This popped out a lot of opportunities, which we refined to limit to my client’s region.
6. I added this search to Google Alerts.
7. With a short list of target accounts I needed insight into their “strategy.” That was easy to uncover with a couple of quick company searches.
8. I added this search to Google Alerts.
9. Equipped with a few angles of attack, I needed people to talk to. For this, I used a Linkedin.com site search to find relevant people and titles in those companies.
10. I added this search to Google Alerts.

That was all there was to it. At the end of these 10 simple steps I had target companies, people, and angles of attack for a whole new (emerging ) market. What’s even more important—my prospecting into this emerging trend/opportunity has been automated.

Free, new, low competition sales leads!

Are you going to try this? Tell me how it works for you: Email me your story at bill@bettercloser.com.

Are you generating sales leads for call center reps?

If you’re online—Linkedin, Facebook, Twitter, a blog, etc.—I’m about to save you from giving all your sales leads.

STOP linking to your company’s website!

You’ve done all this work to get attention. You’ve built an audience. You’ve created some interest in what you do and what you sell. And then you let them slip through your fingers, as they click through to the corporate website.

This sucks on three counts.

1. You lose the prospect’s attention and probably the lead.
2. The customer is very unlikely to find the help they need (face it most company’s websites suck).
3. If they (heaven help them) find their way into your company’s inside sales team they are probably in for it—a nightmare of pre-qualification questions and “lead management.”

Stop doing this to yourself and your prospective customers.

Tell them who you work for, of course. But, link them to a landing page that gives them your direct phone number, your direct email, or a Web form that goes directly to you.

Can you do that? Do you need help?

Read this article on sales landing pages (My advice might surprise you).

Contact Bill Rice - BetterCloser.com

Are you in sales or what?

Then why are you making it so hard for people to get in touch with you?

I see this over and over again.

Here are 7 common ways I see sales people turning away leads:

1. No phone number in their email signature
2. Not giving prospects their cell phone
3. No sales landing page (website, blog, sales page, Linkedin, Facebook, etc.)
4. Sales landing page doesn’t have a phone number (front page, top right)
5. Sales landing page doesn’t have an email, in addition to contact form (front page)
6. Contact form is hidden or only lives on the Contact page (front page)
7. Captcha (evil, impossible to read Captcha) on the contact form

Decide right now. Are you in sales or not?

If you’re IN, make it (crazy) easy to connect with you.

Oh, by the way you can reach out to me by calling 734.775.4487 or email me at bill@bettercloser.com, but you already knew that.

I always think it odd how disconnected most sales people are from marketing. In most cases we sit back and wait for (hope for) marketing to feed us leads. I don’t know about you, but I’ve never been comfortable trusting my sale number that completely to anyone.

I’ve also thought sales leads generated by marketing are often some of the hardest to convert. Most of my big sales have come from referrals or people asking for me by name.

Good Sales is Personal, Conversational

So, after looking at all this (highly scientific) data I come to an interesting revelation–selling is personal. Your customers value the personal touch and familiarity as much as you do. No one wants to be tossed into the sales blender. They would much prefer the insider treatment.

Think about it…Isn’t this why you ask your friends and neighbors for their mortgage broker, plumber, tax expert, or (insert other) person. We’re always trying to find someone who knows someone in the business.

We, in sales, like this too. There’s nothing better than getting a call for Bobby or Susie and hearing, “I gotta a friend who’s looking for someone in the (blank) business.” You know you have at the very least an easy sales call ahead. No need to rehearse your cold call intro or how to hook their interest–they’re expecting you.

What’s more, conversations that start on a first name basis dramatically increase the probaility f closing the deal.

The Best Lead Generation is Personal Too

Why are you relying on marketing to pump you full of impersonal sales leads?

It time to get off the sidelines and make lead generation personal. There are lots of ways to get you and your value proposition out there. Pick one or two channels and perfect your attraction strategy.

Start with what you sell and think about what makes your customer the most comfortable opening up a conversation. Usually this requires some level of education and trust.

This is why social media, social networking, or a blog can be a perfect personal lead generation platform. And the good news–none of these options take a lot of technical know-how any more.

Personal Lead Generation Tools

We’ll talk more about strategy and tactics in upcoming personal lead generation articles. For now (if you haven’t already) I want you to dig into these specific tools.

• Facebook
• Twitter
• Linkedin
• Blogging

You’re first reaction might be to think there isn’t much to dig into, after all you probably already have accounts or maybe even a blog. Here’s the twist I want you to noodle on until my next post:

• Who are the people you’re most familiar with in each of these venues?
• Why are you so aware of them? What did they do to get your attention?
• What do they do? What is their expertise?
• How do they spend their time in these channels? What’s their angle/objective?
• What seems to work and what doesn’t in attracting fans?
• Who seems to be able to rally the community or start trends?

Save these notes. I’d love to see some of them in the comments below. We’ll use them soon.

Bettercloser.com - Personal Lead Generation