SALES LEADS: HOW TO GET THEM FROM THE NET-Part 1

Hi Friends-Sorry for the long wait. We will discuss about “Sales-leads from the internet today”. A lot of people have the opinion that sales leads from the internet are worthless because everybody has access to them”.That is bullshit with a capital “B”. 

Yes, if you want to be spoon fed, then I agree. But, spoon feeding has become obsolete today. If you are selling high value capital equipment and want some leads and if you are willing to use your head a little, the net is a goldmine for “SALES LEADS”.

Let me illustrate. Let’s say that you are selling Stainless Steel Fittings all as per API. Now, when you are selling high value equipment, you get only one chance i.e. when the new plant/project comes up. Because you haven’t the chance to make repeat sales within a month like someone selling welding electrodes, the cycle is get in first-convince customer and get your order. People coming in last usually don’t get the orders. It's the early bird which catches the worm (though personally, I don't much like worms)

Get two orders and maybe you are on the way to a comfortable bonus. So-what do you do. Make sure you get these two orders by targeting 8 customers. If getting in first at 8 customers dose’nt  result in two orders, may be you are not thinking hard enough, or maybe you disagree with this blog. Its'a free world-ladies and gentlemen-you do have the right to disagree with me. The catch is that you won't get your orders that way. You can't sell a product on which you do not have the confidence. So, just how are you going to get your leads without that confidence in me. So, don't waste your time here (in fact all those who disagree leaving will make those people who agree all the more likely to succeed).

But where are these 8 leads going to come from-not just sales leads but authentic requirement based sales leads. (By selecting 8 potential customers, you are also in line with the 75:25 law This is a modified form of the Pareto Principle)...From a site called processregister.com (that’s one way).Process register.com is a free info site for people like us that is those that are selling high value capital equipment.

A screen shot of the site is below.

Study the site until next time friends, when we will study how this site can help generate our sales-leads i.e 8 nos potential sales leads. This site can make you rich forever!. So study it friends till the next part and,

Until then,

its love from

BILBO

SALES LEADS : GENERALIZATION AND CLASSIFICATION (ON THE BASIS OF THEIR GENERATION)

In "Corporate Capital Equipment Selling" we will discuss "Sales Leads and their generation" in detail since "sales-leads" are the first obstacle which confronts the beginner.

There are no dearth of books on "sales leads" but Indian Management Gurus are sadly silent on this subject. Therefore, as the beginner consumes book after book in search of that elusive magic potion called "success", the young debutante falters as she (Instead of "he" , this chapter is being written with “she” to avoid charges of gender bias)follows method after method, but nothing succeeds so the debutante finds herself denouncing self-help sales books, getting frustrated , being suspicious and ultimately even quitting sales altogether. This is a pity as there are few professions which offer the challenge, dynamism and creativity as Sales.

"Sales-Lead" generation my friends, is the easiest part of the sales process"-and that is a fact which I hope to be able to make you see for yourselves through this blog. The first law of "sales of capital equipment" is that the ease of sales-leads generation is directly proportional to the sales value. It becomes all the more interesting when the values are moderate or high.

Again, if the debutante salesperson is subjected to pressure from all sides, one fine day, the salesperson will lose interest in his job which is a lose-lose situation. This is something all bosses should try to avoid. Treat your subordinates like your less experienced equals, (which they are) indulge in pep talks every now and then and lead from the front. Most importantly, brief your assistant as to the purpose of his work. (There is nothing more demeaning then asking your  junior to do a task and not telling him/her why the work has to be done) If all these are carried out, I can say without doubt that your sales will be spectacular. For this special effort, your rewards (they will start to show after about a year) will be your position with your customers. You will be able to pluck orders from the air and insert it wherever you like.

“Sales leads” to which we return now, can be divided into various types based on different parameters. However for easy comprehension, I feel that the following classification based on source is very helpful.

1.     Leads via the Net:

2.     Leads via Newspapers

3.     Leads via consultants

4.     Leads via references

5.     Leads via Networking (sales leads)

6.     Leads via friends

7.     Leads via marketing ploys or Guerrilla leads

       8.  Leads via seminars, conferences, exhibitions etc..

....to be continued