For many, lead generation is the toughest part of business. Let's be real, there's really only two ways to do it: 1) talk to everyone, or 2) market like crazy.
This is where a lot of sales professionals get messed up. Thinking there is any shortcut is the trap that so many have been falling into for years. And now, with the incredible rise of social media, the trap is sexier than ever.
The fact is, though, lead gen is less the problem than most people think. It's not tough to talk to people. It can be exhausting, but it's not a hard task. Where the skill comes in is when you decide to genuinely care about adding value and dedicate the time to produce it.
This video explains how we view each customer at Gapital Mortgage and why so much of our business comes directly from our database.
Click on the image below to get a little sneap peak into a Gapital training.
Gather Intel
You ever wonder why every major retailer offers you a store credit card? They're not after your credit card interest; they're looking for your personal interests. Once they have direct access to what you buy, how you spend and what your habits are, they can add more value.
The best companies in the world understand this, invest in it and constantly improve their strategies to perfect it.
Treat Your People like People
I get it. Sales is a numbers game, but more importantly, it's a people game. I'm not saying you have to have a BBQ every weekend with your customers. I'm saying: if you want to raise your sales numbers, raise your people skills. Learn to empathize, be genuine and actually give a sh*t. You'll be baffled at the results.
Processes Work; Assumptions Don't
Lastly, put some processes in place to stay in front of your people. What do I mean by this? Simply, give them what they're looking for, and if you don't know what those things are, it may be time to re-connect with your customers and figure it out. If you're not in front of them, they will go somewhere else -- even if they love you. And guess what? Your processes don't have to be perfect. Just implement, and grow them as you gather more information.
In a nutshell, most people don't have lead gen problems; they have focus problems. When you dial in what you're looking for, and focus on how to find it, I promise you will. Like I say in my X Squared podcast every week, serve one person, and watch your reputation explode.
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