Jim began his presentation on networkingby talking about how we look atour business and how we can go aboutfinding leads.
What’s a lead? A lead is a connectionto a client. A lead can be anythingfrom an event to an introduction. A leadcan be a friend, neighbor or relative –any possible connection or opportunityto getting business down the road. Aqualified lead is a person who wants tobuy your product today, not tomorrow. A lead does not close itself – you have todo the work.
There are four types of leads:
· Anonymous – unidentified possibilityor opportunity·
· Informative – referred to as awarm lead, you’ve done some work andyou know something about the company
· Referral – prospect – there hasbeen some previous discussion about youto the individual
· Introduction – as a hot lead it turnstheir relationship into your relationship
There are a number of different leadsources, which you should consider: tradeshows, newspapers, organizations, magazines,publicity, events, associations,phonebook, library, internet, etc.
Following up on a lead:
· Cold – need more information
· Warm – establish the connection,make the contact
· Referral – establish the referral,trial the close, make an appointment· Introduction – orchestrate it,share information, have an exit strategy,what’s next
It is very important to do a targetmarket analysis and to be specific.Know what are good leads for youand how to find good sources. Alwaysfollow up and say thank you.
Jim Fagan’s consulting firm isAdvanced Business Development.His speciality is helping companiesbecome more efficient, profitable andproductive. Areas that Jim targets ishiring, sales and management. He can be reached at 925 449-1925.
