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How to Follow Up with Customer Leads

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Variety
How to Follow Up with Customer Leads

You’ve received the name and contact information of someone who could be a potential customer. Now, how do you begin to convert that lead into a sale? Some of the traditional processes of converting leads into customers might feel out of alignment with your values. This week we’re exploring how to follow up with a customer lead in a way that begins to create a relationship and not just a transaction.

Start with Your Mindset

As we think about following up with customer leads, we can slip into a couple of negative mindsets. We might be paralyzed at the prospect of reaching out because we’re afraid of what they might say in response. Or, we might fall into scarcity mode and try too hard to sell them. Neither of these mindsets help us nurture relationships with potential customers. In the first scenario, we never follow up. In the second scenario, we are more likely to chase new business and treat the other people like transactions. Remember that we are humans who need connection to each other. And to achieve connection, we need to focus on creating relationships. This is a process that starts with our own mindset and attitudes toward others.

Determine if it Makes Sense to Follow Up

First, determine where the lead come from – networking, your online form, a walk-in. There are many ways you can receive a lead, and knowing where they came from can help you understand how much they might already know about your business and what their level of interest is in working with you. Also, evaluate if they fit your customer profile. Think back to what you know about your ideal customer from customer research and past customer experiences. If possible, check them out by reviewing their website, bio, LinkedIn profile, or other online information. For walk-ins, strike up a conversation with them. Learn a little bit about them and their needs. And lastly, look for their intent. Does it feel like they are just being polite? Or, do they genuinely seem interested in learning more about what you do?

Start a Conversation

If it makes sense to follow up, there are different ways you can start a conversation depending on their level of interest in working with you. If they are interested in your business but not quite ready to work with you, ask permission to add them to your newsletter list so they can stay up to date on your business activities. If they seem to have a high interest in working with you in the near term, follow-up with a personal email or phone call. Refer to how you know them and any conversation you’ve had with them, and ask for a phone call or meeting. In whichever way you start the conversation, make it convenient for them, listen for their needs and how you can help them, and stay true to your values.

Rani Langer-Croager is co-host of Envision radio show on the VoiceAmerica Variety channel and co-founder of Uptima Business Bootcamp, a network of member-owned business accelerators dedicated to providing entrepreneurs with greater access to hands-on education, mentorship, resources, and community to create thriving businesses.

This article is republished from the Uptima Business Bootcamp Blog. Please subscribe to our blog and newsletter to get these posts delivered to your inbox.

Author, Technology Executive & Speaker, David Giannetto By Tony DUrso

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Influencers
Author, Technology Executive & Speaker, David Giannetto By Tony DUrso

Join Tony DUrso, Host of The Spotlight as he interviews Author, Technology Executive & Speaker, David Giannetto

David Giannetto is the author of three books, including his latest Big Social Mobile. He is named as a thought-leader by the American Management Association, Business Finance Magazine and Consumer Goods Technology Magazine.

A frequent speaker, former MBA professor and USBusiness Review columnist, he writes for the Huffington Post and Strictly Marketing Magazine.

He is a former US Army Officer and currently the COO of Astea International.

Joining Tony as Special VIP Co-Host is Former Broadcast Journalist & Current Personal Development Trainer, Michael Benner.

Join us on The Spotlight with Tony DUrso on the Voice America Influencers Platform!

More Here!

New York Times Bestselling Author, Steve Berry By Tony DUrso

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Empowerment
New York Times Bestselling Author, Steve Berry By Tony DUrso

Join Tony DUrso, Host of The Spotlight as he interviews New York Times Bestselling Author, Steve Berry.

Steve is the New York Times and #1 internationally bestselling author of 12 Cotton Malone adventures and four stand-alone thrillers. His books are translated into 40 languages with more than 21,000,000 copies in 51 countries. They consistently appear in the top echelon of The New York Times, USA Today, and Indie bestseller lists.

Joining Tony as Special VIP Guest Co-Host is the Ambassador of Happiness ®, Maura Sweeney.

Join us on The Spotlight with Tony DUrso on the Voice America Influencers Platform!

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International Empowerment Speaker, Cynthia Mazzaferro By Tony DUrso

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Empowerment
International Empowerment Speaker, Cynthia Mazzaferro By Tony DUrso

Join Tony DUrso, Host of The Spotlight as he interviews
International Empowerment Speaker, Cynthia Mazzaferro.

Cynthia Mazzaferro is a Motivational Empowerment Speaker, international award winner and #1 Best-Selling Author, Energy and Medical, Intuitive, Reiki Master, and Powerful Beyond Measure Life Coach.

Cindy is a recognized expert on bridging the connection between spirit and our limitless human potential. She is a master energy practitioner and a leading authority on releasing the emotional and energetic debris that holds us back and addresses negative subconscious imprinting and protective mechanism that continue to negatively impact our happiness, health, and success both personally and professionally.

Joining Tony as Special VIP Co-Host is the Ambassador of Happiness ®, Maura Sweeney.

Join us on The Spotlight with Tony DUrso on the Voice America Influencers Platform!

More Here!

AI Driverless Cars, With Mike Nelson By Tony DUrso

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Empowerment
AI Driverless Cars, With Mike Nelson By Tony DUrso

Join Tony DUrso, Host of The Spotlight as he interviews Mike Nelson on Artificial Intelligence & Driverless Cars on 28 July at 1pm Pacific.

As the insurance and automotive industries begin to embrace automated technology, Mike Nelson became involved in artificial intelligence and its impact on risk transfer and emerging legal concepts related to automotive products, insurance practices, auto repair processes, data accumulation, storage and transfer and the impact of the internet’s interaction with the future of transportation. Mike’s approach to law has always focused on a practical application of law to complex issues. Towards that end Mike recently purchased a 2016 Tesla Model S and drove it from California to New York City to gain a better understanding of the evolving automated driving technology.

Joining Tony as Special VIP Co-Host is Former Broadcast Journalist & Current Personal Development Trainer, Michael Benner.

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Shark Tank Legend, Kevin Harrington By Tony Durso

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Empowerment
Shark Tank Legend, Kevin Harrington By Tony Durso

Join Tony DUrso, Host of The Spotlight as he interviews
Shark Tank Legend, Kevin Harrington.

If you’re a fan of TV’s Shark Tank or ever bought a Ginsu Knife or anything through a TV infomercial, then you’re in for quite a treat.

Kevin Harrington is a successful entrepreneur over the last 40 years. He is an Original Shark on the ABC hit, Emmy winning TV show, “Shark Tank.” He is also the Inventor of the Infomercial, As Seen On TV Pioneer, Co-Founder of the Electronic Retailers Association (ERA) Co-Founder of the Entrepreneurs’ Organization (EO) and the list goes on!

Kevin launched over 20 businesses that grew to over $100 million in sales each! He helped generate over $5 billion in sales worldwide with iconic brands and celebrities such as Jack Lalanne, Tony Little, George Foreman, and the new I-Grow hair restoration product on QVC!

Joining Tony as Special VIP Co-Host is the Ambassador of Happiness ®, Maura Sweeney.

Join us on The Spotlight with Tony DUrso on the Voice America Influencers Platform!

More Here!

AI Driverless Cars, With Mike Nelson By Tony DUrso

Posted by Editor on
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Empowerment
AI Driverless Cars, With Mike Nelson By Tony DUrso

Join Tony DUrso, Host of The Spotlight as he interviews
Mike Nelson on Artificial Intelligence & Driverless Cars on 28 July at 1pm Pacific.

As the insurance and automotive industries begin to embrace automated technology, Mike Nelson became involved in artificial intelligence and its impact on risk transfer and emerging legal concepts related to automotive products, insurance practices, auto repair processes, data accumulation, storage and transfer and the impact of the internet’s interaction with the future of transportation. Mike’s approach to law has always focused on a practical application of law to complex issues. Towards that end Mike recently purchased a 2016 Tesla Model S and drove it from California to New York City to gain a better understanding of the evolving automated driving technology.

Joining Tony as Special VIP Co-Host is Legendary Radio Personality, Michael Benner.

Also, presenting this week’s TKO Tip of the Week is Acrobat & Film Star, Brian E Neal.

Join us! LIVE on 28 July 1pm Pacific on The Spotlight with Tony DUrso on the Voice America Influencers Platform!

More Here!

Fact or Folklore: The Legend of Marketing By Frances Leary

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Business
Fact or Folklore: The Legend of Marketing By Frances Leary

What is marketing really, and what does it have in common with myth and legend? In the most recent episode of The Soulcial Hour with Frances Leary, we will head down south to the swamps of Louisiana and go back in time to our host’s first search for a swamp monster that would pave her way for developing a unique folkloric approach to marketing. With special guest and folklorist, Ian Brodie, we will explore the viral nature of how contemporary legend spreads through social media and look at how an organization can use marketing to generate similar viral results. Discover the folkloric marketing principles that turn brands into legends.

Ian Brodie is an Associate Professor in Folkore at Cape Breton University and an expert on the intersections of folklore, popular culture, verbal wordplay and stand-up comedy. He has served as President of the Folklore Studies Association of Canada and is the co-editor of Contemporary Legend, the journal of the International Society for Contemporary Legend Research. Ian is the author of A Vulgar Art and Old Trout Funnies: The Comic Origins of the Cape Breton Liberation Army, both available on Amazon. He also co-hosts Sweet, the Candy Podcast, which you can access at www.sweetpodcast.com. You can connect with Ian through his website www.AVulgarArt.com or on Twitter @AVulgarArt.  

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Integrating Your Story Into Your Marketing By Frances Leary

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Business
Integrating Your Story Into Your Marketing By Frances Leary

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In this episode of The Soulcial Hour with guest Shannon Shields, learn how develop your marketing strategy with your story at its core – and inject the soul of your business into all your communication. Discover techniques that will allow you to connect more deeply with your audience by communicating who you are and how you help your customers. By approaching marketing this way, every brochure, every social post, every blog is an extension of your story and further connects your business with your target audience in a meaningful way.
Shannon Shields is the Director of Marketing and Business Development at Wired Flare, an experienced entrepreneur, and a talented connector of people. Having graduated with a Business Management Degree from Dalhousie University, Shannon has spent time developing her skills in both corporate and self-employed settings. She is currently an active member on the Board of Directors for the St. Margaret’s Bay Chamber of Commerce and won the 2013 award for Innovation in Marketing. Shannon has a passion for client business development and is committed to supporting the companies she loves and helping them realize their online marketing potential. A lover of all things local, you’ve got a good chance of running into Shannon at any local Nova Scotia café. Be sure to say hi.  You can connect with Shannon here: http://wiredflare.com, https://twitter.com/Shanloveslocal, https://www.linkedin.com/in/shannonmshields, https://twitter.com/wiredflare, and https://www.facebook.com/WiredFlare.

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EXPAND YOUR BUSINESS DEVELOPMENT BEYOND REFERRALS THROUGH STRATEGIC DIGITAL ADVERTISING CAMPAIGNS By Hemda Mizrahi and Jim Hohl

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Business
EXPAND YOUR BUSINESS DEVELOPMENT BEYOND REFERRALS THROUGH STRATEGIC DIGITAL ADVERTISING CAMPAIGNS By Hemda Mizrahi and Jim Hohl

How can you build and sustain a steady volume of satisfied customers? Jim Hohl, CEO and Co-Founder of Visify, a New York City-based digital advertising agency, joined me on “Turn the Page” to share how you can transform your P&L by meeting prospective clients where they are in their readiness to buy!

Listen to our conversation to learn about the approaches that have worked well for his own business, and to benefit from Jim’s special offer for listeners of “Turn the Page!”

This post expands on the advice that Jim provided during the show. Here’s what he added to help you advance your marketing results:

FOCUS YOUR MARKETING EFFORTS ON YOUR IDEAL CLIENT
“When business owners are asked to identify their ideal clients, they often say “I can sell my widget or service to anyone.” Marketing to “everyone” is a losing game for two big reasons: 1) you literally cannot afford to do it – there are just too many people to reach and trying to do so will quickly bankrupt you, and 2) your message won’t resonate with everyone. Do you think the message Rolls Royce uses would appeal to Hyundai buyers, even though they both ostensibly sell the same product? Absolutely not.

Having an ideal client avatar in mind does not mean that you won’t sell to those who do not fit that profile; it means that you won’t ACTIVELY MARKET to them.

HOW CAN YOU FIND A MESSAGE THAT WILL RESONATE WITH YOUR IDEAL CLIENTS?
Jim recommends creating a grid that identifies their “before” and “after” states for the following:

WHAT THEY HAVE (e.g., for a massage therapist: sore feet > relaxed feet), HOW THEY FEEL (frustrated > rejuvenated), WHAT THEIR AVERAGE DAY IS LIKE (moving around is painful, so they spend a lot of time sitting > they can be as active as they like, play with their kids, etc.); and their STATUS (a lazy, boring mom/dad > a fun, energetic dad/mom).”

This tactic enables you to precisely speak to your clients’ “pain points,” and how you can help them to arrive at their DESIRED states.

RETARGET THOSE WHO HAVE DEMONSTRATED AN INTEREST IN YOUR CONTENT, PRODUCTS, AND SERVICES
Retargeting refers to advertising multiple times in varied ways to those who have clicked on your ads, subscribed to your blog, or in others ways have shown an interest in what you are selling.

Jim says, “Retargeting is a key part of any marketing approach, since multiple touch points are essential to a successful marketing campaign.” He suggests a few ways to retarget:

1. Send an email to people who provide their email address based on what they signed up for. For example, if a lead requested our Facebook Ads FAQ infographic, I would send them content by email about Facebook ads. If they downloaded something about Infusionsoft, I would send them email about marketing automation.

2. In Google Search ads, you can retarget someone who visits your site and then searches for the same or similar keywords again. The great thing is Google knows! They will track it on their end based on a piece of code you put on your site. For example, if you sell cars, you can assume people will take a while to decide, so after they check out your site, you can show up for them again the next time they search, maybe this time offering a sale or promotion.

3. On Facebook, you can retarget people who visited your site, or a certain page on your site, using the Facebook “pixel.” Facebook explains the pixel and how to install it.

4. Use video ads on Facebook to create a custom audience very cheaply and then retarget interested viewers. It is less expensive because you pay only a few cents in many cases for each view and you can then create an audience of people who watched 10 seconds of the video, 90% of the video, etc. You can use that to offer them something knowing they are already aware of your brand, product, etc. Normally, advertising to cold traffic (people who have little or no familiarity with your brand, or products and services) can be a few dollars or at least a dollar per click, versus a few cents for video ads.

5. Promote content on LinkedIn and retarget on Facebook. Refer to http://go.vzfy.co/linkedinb2bleads for additional guidance.

While these are advanced techniques, when done well they can generate leads at a much lower cost than advertising to a cold audience.

IF YOU’RE JUST STARTING OUT
If you need to start “small,” Jim suggests setting a budget of $10 a day, tracking the performance data, and evaluating results. Here’s a sampling of tactics Jim recommends to grease your digital advertising wheels:

1. Boost your social media posts to strategically targeted individuals whose profiles match characteristics of your ideal clients.

2. Upload a list of your clients’ email addresses and create a custom audience of people who “look like them” in interests and behaviors. This requires a minimum of 100 matching email addresses.

3. Target your existing clients with interesting content, an event promotion, or an upsell. Running an ad on Facebook can be a good complement to an email campaign to generate another touch point.

Review Visify’s Facebook Ads FAQ , listen to “Turn the Page” on demand for more of Jim’s tips , and reach out to him through http://www.visify.com/turnthepage .

Here’s to providing your products and services to MORE of the people who need them!

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