Using LinkedIn for Lead Generation and Customer Follow-up

2009-03-13T10:48:00.000-07:00

Are you on LinkedIn?

Are you using it for prospecting and lead follow-up? I just did a 7 minute podcast interview with Maureen Blandford from Top Sales Experts for their members (http://www.topsalesexperts.com).

We discussed how to use LinkedIn for prospecting, finding new clients/prospects, and developing an ongoing follow-up and lead nurturing system using LinkedIn.

Because you are one of my valuable subscribers, I am making it available to you at no cost (usually you have to be a member of Top Sales Experts to access this content).

I hope you enjoy. Click Here to Access: http://www.theresultsource.com/mp3files/McleodFleming-LinkedIn-TSE-Feb26-09.mp3

Please send me any comments you have - I love to hear from you.

Helping You Make More Money From The Phone
Marguerite Mcleod-Fleming

Connect To Me On LinkedIn:http://www.linkedin.com/in/margueritemcleodfleming

What You Must Do To Drive Sales in 2009!

2009-02-10T19:31:00.000-08:00

OK, we all know that Canada and the USA are in a Recession?

The US economy still drives a lot of the world economy and if you run a business, you need to prepare to deal with reduced demand and some of the other things that go with an economic slowdown.

Let's assume for a moment you want to not only succeed but thrive in 2009, what's the first thing you'll notice? Well, you'll notice that it's a bit tougher to do business this year. I've been through a few of these cycles and what is most noticeable are that there are fewer buyers. When there are fewer buyers, your marketing becomes even more critical to your success. I've covered this before, but there are only 3 reasons people don't buy:
* They don't want what you are selling.
* They can't afford what you are selling.
* They don't believe you.

In a recession fewer people want what you are selling because they are facing reduced demand for what they sell and are being careful about how they spend money. Of course, if business is down many people can't afford what you are selling. There are many things to do to position and market your company in the year to come?

Assuming yours is a healthy company, here are our general recommendations for doing some of the tough marketing stuff this year:

1. The Cumulative Power Of Marketing
The laws of marketing never change, even in a recession. In fact, if played correctly, they can compound in your favour. Marketing, in any economic environment, is about sustained and integrated activity. Like the principle of compound interest, a little investment, applied consistently, will pay great dividends down the road. There are of course short term benefits - marketing assists in generating immediate sales - but the real power of your marketing program is cumulative. This cumulative effect drives awareness and ultimately preference in your service so, at the elusive time of need, your prospect thinks of you first.A sustained marketing effort will help ensure that your pipeline is consistently replenished, leads are properly nurtured, and your market presence is maintained.The advantages to continuing your marketing in uncertain economic times go far beyond simply maintaining the status quo. The reality is many of your competitors are going to pull back their marketing. As a result, your dollar is going to go further than it is now. Your share of voice will grow. This represents a great opportunity for forward looking firms that are committed to growth because there are still lots of buyers out there.

2. The Reactionary Response
Many service firms automatically cut expenditures, and marketing is often on top of the list. It's an instinctive response to difficult economic conditions. Almost universally, this response will lead a company to have real trouble in the coming years, recession or no recession.We can understand why firms think they need to cut back. The sensationalistic media attention given to the economy creates a quiet panic in all of us. We run all sorts of scenarios through our head: clients are going to brace for hard times... they will take longer to make purchases... perhaps they'll even cut service providers. As you think of sales cycles stretching, client retention diminishing, and project size shrinking, you may find yourself looking to cut costs.

Marketing is one of those initial costs that seem easy to reduce. It's hard to measure and you aren't quite sure if it's needed when it's time to hunker down. Why not cut it until things are looking up again? It's easy to justify: "We'll go full force once the market turns, it won't hurt a thing."

In addition to continuing to expand your marketing, surviving and thriving in a recession means that you have to get really good at:
* Focusing on identifying and finding your ideal prospects.
* Differentiating yourself from your competition.
* Fortifying Your Existing Relationships
* Being Creative in Your Marketing Mix

If you would like more information about how The Result Source can help you drive more sales in 2009 - please contact us at: 416-366-6222 or at info@theresultsource.com.

TO READ THE REST OF THIS ARTICLE - Click Here: http://www.theresultsource.com/toughstuff2009.html

Yours truly,

Marguerite Mcleod-Fleming
Your Cold-Call Accelerator

About The Result Source
The Result Source model is a highly effective approach to building lead generation programs using outbound telephone prospecting strategies.

We design strategic, integrated, and multi-touch lead generation programs using tailored business conversations that shorten the sales cycle of complex products and servicesKnowing where your prospects are, what they need, and how they form their buying decisions is powerful information. Our process is unique and proven effective. We focus on identifying real selling opportunities and gathering the intelligence that allows you to engage at advanced stages in the sales cycle with your prospect.

Based in Richmond Hill, Ontario (Greater Toronto Area), The Result Source has been serving our clients since 2001 with innovative sales and marketing solutions.

Service Offerings Include:

Consulting Services
Outbound Telephone Prospecting
Design, Development and Management Programs
Go-To-Market Lead Generation Strategy

Coaching
Personal Cold-Call Acceleration Coaching
Gold Cold-Call Skill Development
Program Design and Team Management
Platinium Coaching Programs for Business Owners and Managers

Training
Cold-Call Training Programs
Training Programs for Business Owners and Managers

Management of Telemarketing Services

Business-to-Business Telemarketing Programs

Public Speaking

Turning Prospects into Profits - The Result Source

Using LinkedIn for Lead Generation and Customer Follow-up

What You Must Do To Drive Sales in 2009!