Archive for November, 2015

Finding Qualified Leads

Monday, November 16th, 2015

by Ginny Speaks

Finding good solid leads is always top of mind with the managers and sellers I work with daily.  And it is always a good topic to revisit, particularly as we head into a new year and are strategizing to meet new goals. What can we do today to begin building a solid lead list for 2016? One of the easiest and best ways to generate a good lead list is right in front of each one of us – our traditional client list. This list is a solid foundation for building future business.

How do we mine our current list?  First and foremost, there are three pools of money to tap into in every business: advertising, marketing, and sales. Start by taking your top three accounts that spend the most money with you and ask yourself this question — Do I know who is in charge of each one of these areas? Then list them. If you do know them, great! You are covering all bases. If you do not, you just uncovered a new door to open for potential revenue. Continue this exercise until you finish your entire list. By the time you finish this list, you should begin to see patterns in your selling skill set –  where you are strong, where you need work and categories you do well in. Take this information and begin your new lead list with three accounts you are going to develop deeper.

For example, let’s assume you are strong in auto and you do a ton of campaigns with the local Ford dealers and mainly work with the General Managers. While doing this exercise you realize you do not work with regional marketing and/or the other divisions in sales such as certified pre-owned or parts and service managers. See how this works? We just identified 4 new doors to open within auto!

As always, the better prepared you are when calling on new leads, the better the conversation will go. So always do your homework ahead of time and find out the following facts about your prospect before you dial:

  • Headquarters contact information
  • Fiscal year
  • Background information
  • Organizational structure
  • Marketing practices
  • New and major products or services
  • Sponsorships and corporate interests

You also don’t have to go any further than right here to find more leads. Our weekly publication called Seller’s Source has 35 leads and is delivered to your inbox every Monday.  And for the first time we are offering a 3-month trial subscription for just $300. Email Rose at rdacey@morrisonandabraham.com and she’ll get you set up!