Let’s face it who likes to do cold calls?  They’re intrusive, low percentage and add steps to your sales cycle.  Below you will find 10 ways to warm up your leads and get you closer to the close.

1. A Valid Business Reason – one of the best lead ins to a call is to have a valid business reason.  Hint: it’s about them not you.  It could be something that’s topical in the news that’s related to your prospect’s industry.

2. Third Party Introduction – remember for the most part, friends like to do business with friends.  Getting in the door is half the battle.  Who do you know that’s close to your prospect?  Think vendor, friend, colleague.  This is why LinkedIn has become such a powerful tool for networking.

3. Personal Branding Campaign – this is a campaign that helps you become a trusted advisor.  Periodic touches that involve mailing or emailing articles or news relevant to your prospect’s industry or business help position you as more than just a sales guy.

4. Audio or Video email – this will help you stand out of the crowd.  Do a 2 minute pitch that is tailored specifically to your prospect.  Audio is good, and can be done very easily on most computers and smartphones.  Videos are even better, you may want to check out this leading provider of video email.

5. A Light-Bulb Idea – research your prospect’s business find out some of the problems they may be having in their business or industry.  Then find an idea to their solution.  Incorporate with ideas 1,2,3, or 4.

6. Find an inside Champion or Ally – similar to idea number 2.  If you can find someone on the inside to Champion an idea of yours…it could lead you to the decision maker.  Hint: the inside champion needs to look good.

7. Case Studies – everyone likes to read case studies.  They like new ideas and solutions but for the most part do not like being the pioneer.  Use ideas: 1,2,3,4,5 to deliver success stories.  Follow this format for a POWERFUL case study: identify the problem, walk them through the process, shown them the plan, and highlight the performance or results,

8. Neutral Turf – get networked and connected to your prospects on neutral grounds.  Common interests often help you gain credibility with your prospect.  Think, golf games with a 3rd party connector, charity golf tournaments, networking mixers, Chamber meeting, volunteer boards etc.,

9. Send them a business referral.  Connect with them using ideas 1,4 tell them that you’ve been researching their company and that you are sending them a referral.  If you help them with their business first…they are more keen to help you in return…this is called the law of reciprocity.

We are enjoying an uncharacteristically warm November in Winnipeg.  But with the thought of plummeting temperatures and drifts of snow the idea of a warm vacation always comes to mind.

Over the past few years the travel game has changed a lot.  Discount websites like iTravel2000, SellOffVacations, Priceline and Hotwire have challenged the revenue streams of many local travel agencies.  Do your typical store front travel agents have a place in the business world?  For the time being, I think the answer is yes but not sure how long.  My interaction with this travel company was the inspiration to this post.

I called this travel company because my wife had booked with them last year.  Our primary reason? They double our points on our Visa card.  Since the agent we used last year provided some good information we call back again this year…warm lead initiated.

The call started ok but nosedived shortly thereafter.  Below is a post-mortem and hopefully you’ll increase your sales by plugging up your lead leaks.  I see the following 8 things occur on a regular basis all of which can vaporize your leads:

1. No Email Signature – especially a phone number.  The latest and greatest smartphones like Blackberry, Apple have the ability to dial the phone number in the email signature
2. How about giving multiple numbers like your office and cell number? I can’t buy from you if I can’t contact you
3. Lack of a personal sales page (Website, Blog, LinkedIn, Facebook, Twitter etc.) – keep me abreast of what’s good and not so good in the world you live and breath – that’s how you develop relationships.  And if I like ya – I’ll point more people in your direction. MORE WARM LEADS – wouldn’t that be great!
4. No contact info on personal sales page….see #2 above
5. Old or incorrect contact info on personal sales page
6. “Contact Us” link only on one page

If you are in the game of sales make it easy for me to buy from you. As I am ready to BUY but still have yet to book a vacation.

Need more help with Marketing Strategy that can lead to more sales? Email me at ron[at]naidacom.com.