Lead Generation. Joe Pici and Dawn Pici
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1 Lead Generation Joe Pici and Dawn Pici
2 Course Topics A Model of Human Behavior: How to Approach Value Propositions: What to Say Lead Generation Cycle: When to Approach
3 Course Topics A Model of Human Behavior: How to Approach Value Propositions: What to Say Lead Generation Cycle: When to Approach
4 Fast Paced Optimistic Energetic Involved Decisive Enthusiastic Pace Slow Paced Cautious Concerned Reluctant Contemplative Discerning
5 Task Process Organization Function Program Plans Project Priority People Feelings Relationships Caring Sharing Emotions Friendships
6 Body Language Direct Steady Eye Contact Big Gestures Quick Movements Leans Forward Points Interactive Animated expressions Much Body Movement Often Distracted Energetic Charming, Personable Calculating Few Facial Expressions Controlled Gestures Faultless Grooming Non-emotional Formal, Conservative Steady Intermittent Eye Contact Wears Subdued Colors Gentle Gestures Exhibits Patience Polite and Non-Confrontational
7 Vocal Tones Direct Talks more than listens Blunt and to the point High volume, fast speech Makes strong statements Uses forceful tones Interactive Dramatic Tells stories, anecdotes Much inflection Shares personal feelings High volume, fast speech Calculating Fact oriented Asks pertinent questions Monotone Uses thinking words Likes speech to be precise Steady Prefers Listening Lower volume, slower rate Last one to speak Stops quickly if interrupted Warm, conversational tones
8 Classification Exercise: You and Your Customer Direct IBO CUSTOMER Interactive IBO CUSTOMER Calculating IBO CUSTOMER Steady IBO CUSTOMER
9 Course Topics A Model of Human Behavior: How to Approach Value Propositions: What to Say Lead Generation Cycle: When to Approach
10 Value Propositions Are CLEAR, SIMPLE statements of the tangible RESULTS a customer gets from using your products or services. They are focused on OUTCOMES and stress the business VALUE of your offering.
11 What do You Say? Professionals Amateurs Benefits Solutions Results Features Quality Title
12 The Client s Perspective The perspective client is not interested in what YOU DO. They are interested in what problem you can solve for them or their company.
13 Two Typical Approaches Yellow Pages Approach Catalog Approach I sell I install I own We have Fast Service Office supplies What you DO Your Offerings
14 Hints to be Remembered Hint #1 Don t emphasize yourself or your offerings Hint #2 Solve your client s problem Hint #3 Keep it short Hint #4 Get to the point Hint #5 Find the pain and ease it Hint #6 Choose words that will connect, not confuse
15 Outcomes and Results-oriented Talk outcomes not products and services. Tie results to critical business issues. Tie results to personal issues.
16 Listen for Customer Needs and Pains Overwhelmed by Holiday Shopping Confusion over Good Nutrition Doesn t have time to eat right Wants to slow down aging process Looking for extra income Struggling with stagnant business
17 Three Approaches Pain-centered Uses a pain the person can relate to. Benefits-centered Uses a benefit the person would desire. Question-centered Qualifies the need of the person.
18 Pain-centered Approach I/We work with/help (target market) who are (verb) with (problem).
19 Pain-centered Example Sponsoring I work with people who are struggling to meet their monthly bills. Product I help realtors in a down market create ongoing referrals.
20 Benefits-centered Approach I/We work with/help (target market) who want to (what they want)
21 Benefits-centered Example Sponsoring I help people set-up secondary incomes. Product I help people who want better health, cut through the nutritional maze.
22 Question-centered Approach If I/we could show you a way to (put an end to pain) and (create benefit), would that be worth 15 minutes of your time?
23 Question-centered Example Sponsoring If I could show you a way to increase your annual income on a part time basis, would that be worth 15 minutes of your time? Product Would it be worth 45 minutes of your time to show you how to recapture a more youthful appearance?
24 Course Topics A Model of Human Behavior: How to Approach Value Propositions: What to Say Lead Generation Cycle: When to Approach
25 Lead Generation Cycle
26 Lead Generation Cycle
27 Lead Generation Cycle.
28 Lead Generation Cycle
29 Lead Generation Cycle
30 Lead Generation Cycle
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