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One of my Best "Create Revenue Now" Ideas

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Have you ever been in a situation where you absolutely had to create revenue now?  I have.  Back in the spring of 2003 I was in one of those situations.  Ironically it came at a time when I was achieving my greatest business success of my life up to that point.  I had a staff of 20 people working for me.  We were regularly getting over 500 people to attend our seminars…and then it all came crashing down.

I lost 19 of my 20 staff within 30 days.  They either quit or I let them go.  Because I lost my entire sales staff I was not able to generate enough money to cover the high overhead that I had.  I closed my office down with 24 months left on a lease that I had to personally guarantee.

When I would wake up each day I felt like pulling the covers back over my head and wishing it would all go away.  Have you ever been in a place like that before?  One day an idea came to me that turned everything around.  It was the exact idea that I needed at that moment.  The idea was to focus on revenue producing activities.

What I realized was fear, panic, and worry was not going to make my situation any better.  Worrying was not going to manifest money or sales.  When the thought hit my mind “to focus on revenue producing activities” my next steps became clear.

My revenue producing activities were:

-Generate leads

-Set appointments

-Close sales

I started to focus on the activities that would produce revenue…and guest what?  The money started coming in.  It took me 18 months to turn my situation around and rebuild my company.  What are your top 5 revenue producing activities?  Have you been spending enough time on these activities?  October 1 is in a few days.  That is the first day of the 4th quarter.  Make a decision today to focus on revenue producing activities in October.

I want to invite you to join me for a webinar my top 5 revenue producing ideas that I am doing on Friday, October 7 at 10 am pacific.

Click Here to register for the webinar

Here is a short video of me telling the story I just told you.

Want to learn more?

Click here to read the rest of the newsletter

Filed Under: Closing, referrals, sales appointments, Sales Mindset, Sales Prospecting, sales scripting, Sales Success, Sales Systems, Videos

How to Find New Prospects for your Business by Leveraging your Network

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As a sales professional or business owner, you need to find prospects you can deliver your sales presentation to. My sales mentor, Eric Lofholm, calls this process lead generation.

One of the keys to lead generation is systems. You want to develop multiple lead generation systems.

Lead generation begins with a database. Do you have a database where you are entering leads? If not, then you might be leaving money on the table.

Lead generation begins with identifying your target market. Who is your ideal client? You need to find ways to connect with new prospects, whether through networking, phone calls, or email.

A POI is a Person of Influence!

Eric's number 1 lead generation idea is POI. A POI is a person of influence. Everyone has a network. A POI is a person who has a large network where a % of that network is your target market.

Another great strategy to prospect for new leads is through Top Down Selling. This is another way of describing a POI relationship. You influence the POI to refer you, recommend you, or endorse you to their network.

So, what can you do if you want to reach a POI in an organization? You can use an approach called Climb the Ladder Selling. This is where you know someone who knows the POI. You get the person you know to refer you to the POI.

Another strategy that many people know about, but that few do well is the Reciprocal Referral Relationship. This is where you find someone that you can refer business to and then can refer business back to you. An example would be a real estate agent and an insurance agent.

What are you doing to find new prospects? Select one new strategy to implement and you will be well on your way to finding new prospects.

Sell with Confidence,

Kevin Perkins
Sales Trainer, Eric Lofholm International

Kevin delivers training through conference calls and live training sessions.

Filed Under: Lead Generation, referrals, Sales Prospecting, Sales Systems, selling Tagged With: , , , , , ,

3 Ways to Elevate your Sales Results: The Outer Game of Selling

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For many sales professionals and small business owners, they are focused on what is urgent and not necessarily what is important.

So, it should come as no surprise that if you're not getting the results you want, it's probably because you're not doing the right things.

What can you do to improve your results?

There are 3 ways to elevate your results:

  • Inner Game
  • Outer Game
  • Action

The inner game is the mental side of selling. It's your mindset. It's how comfortable you are with selling.

The outer game is the how to's of selling. When you sell. And what you say.

The last area is action. It's moving yourself to follow though on what should you be doing.

Outer Game of Selling

Let's focus on the outer game of selling.

The outer game is the Tactics, Scripts, Leads, and Calendar.

Use the power of goal setting to increase your results. Set goals Daily, Weekly, and Monthly.

One of the ways you can improve your sales results is through modeling. Look for best practices. Find someone else in your industry who is already successful and model what they are doing.

One tactic you can use to increase results is the preframe. Let your prospect/client know in advance what you expect from the meeting. If you are going to ask for an appointment, let them know at the beginning of the call.

There are dozens of ideas I can share with you on the outer game of selling. We're just scratching the surface. In fact, I haven't even shared with you the most profitable idea I have ever learned.

Would you be interested in learning the 3 ways to elevate your results in depth?

I have a program that takes you step by step through the sales process. I will teach you how to develop the mindset of a sales champion. I will teach you proven strategies to increase sales. And I will share some of my best strategies to take action consistently.

Click here to get on the fast track

Filed Under: Appointment Setting, closing techniques, referrals, Sales Strategy, Sales Success Tagged With: , , , , ,

How to Ask for Referrals

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People do business with people they know, like and trust. One of the most powerful ways you can attract new clients is to ask for referrals.

But, how do you actually ask for referrals.

Here are a few secrets that will help you to get more referrals more consistently.

Write down a referral script.

Human beings respond in predictable ways. Often times what works for someone else will work for you. Think about the people in your company or industry. Is there one person who gets more referrals? You can borrow other people's scripts. Ask them what specifically they say to ask for referrals.

One simple strategy you can use to get more referrals is to set a goal for referrals. Next, get into action. I recommend you ask for referrals at least 3x in the next week. And, ask for at least 1 referral tomorrow.

Here's one question you can use to ask for referrals: Who is one person you know who is a ____________ that you think would benefit from my services?

In the blank space, insert the name of an industry, or characteristics of your ideal clients. If your ideal clients are realtors, then you can ask: Who is one person you know who is a realtor that you think would benefit from my services?

Take a moment now to write down a question you can ask for referrals.

Filed Under: referrals

Powerful Techniques to Get More Referrals

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Watch this video for quick tips to get more referrals...

A referral system is a great way to generate leads at zero cost.

Rate yourself on a scale of 1-10 in the area of referrals.

What is one idea you can implement right now to increase the number of referral you receive?

Filed Under: referrals
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