Lead Generation Techniques To Fill Your Pipeline & Increase Your Sales

In today’s technological driven market, increasing sales is not dependent on increasing the size of your marketing budget.  The power of the internet has made it easier than ever to find new prospects, making it possible for everyone to now compete with the big boys. Coupled with a powerful networking strategy, independent sales representatives, entrepreneurs and small business owners can now pave their own way to success with minimal financial expenses. 

Following is a list of 20 free or low cost lead generation strategies to help grow your business. Keep in mind that every industry is different so these suggestions may or may not be practical for your specific sales situation. They should however get you off on the right track, have you thinking creatively, and most importantly, remove the biggest block of how to get started (listed in no particular order).   

1. Gain WOM (Word of Mouth)/ Referral Marketing by always providing the Wow! experience on your sales calls.     

2. Telemarketing – begin every morning should with a set amount of time for calling prospects to set appointments.
3. Family and friends – always be marketing your business through your personal network, it’s your business, do everything you can to grow it. Utilize your personal social networking account to promote the product you represent to your family, friends, friends of friends.
4. Flyers – leave flyers under business doors, on cars at events such as home shows, business trade shows, community flea markets, concerts
5. Place your brochures at targeted locations.
6. Sales letters to decision makers – put in Fedex envelope and leave at business (everyone opens Fedex envelopes).
7. Create a referral network and cross promote with your current client base. By promoting your clients businesses and services amongst each other in your local community you’ll gain not only their appreciation but also referrals.
8. Business Card Rule – make it a daily goal to give out at least 20 business cards a day. Put 20 cards in your pocket every morning and the day is not over until they are all given out.
9. Join your local Chamber of Commerce, BNI, Toastmasters group, etc. be active and network with the other members.
10. Attend seminars that small business owners would attend. Meeting potential clients at neutral events enables you to network and get to know them without them feeling pressured.
11. Offer a free consultation and utilize whatever promotions you have going on. For instance, EPS has a Price Match Guarantee where we beat (or at least meet) ANY current rates or give FREE processing for a full year (prospect has nothing to lose and everything to gain).
12. Gather and use testimonials from your current client base. Give endorsements to your clients with whom you’ve used their service or purchased their products. They will appreciate and most likely reciprocate.
13. Send articles to clients / potential clients that would be interested in and are relative to their specific business/industry. This will keep you top of their mind and shows that you genuinely care about their businesses success and not just making a sale.
14. Offer a referral fee ($25 - $100 for referrals who become clients); depending on what your pay will be but as with everything, the higher the amount, the more referrals you’ll receive.
15. Put magnetic signs on your car, this is extremely cheap advertising that gets around town. (Note: please make sure your signs are on straight, nothing looks sloppier and shows lack of attention to detail than sideways car magnets).
16. Send Thank You cards, Christmas cards, Birthday cards – always remember clients and those who you’ve pitched in the past to gain new business & referrals.
17. Send monthly or quarterly e-newsletters to your current client base, prospects, friends, family, network group members, basically everyone you can. It should be used as an informative relationship builder rather than just a promotion (90% information and 10% promotion).
18. Online forums – select a couple online forums and be active in them. The more consistently active, the more credibility you build and the more clients you will gain.
19. Neighbor rule – every appointment you go on should be immediately followed with stopping into their 3-5 neighbors on the left, right and across to briefly introduce yourself and set an appointment. You’ve just gained a bit of instant credibility by doing business with someone they know, (stop in, briefly introduce yourself by name dropping that you just helped John Doe increase their sales by 30% so wanted to stop in as a courtesy to help them as well and set appointment; if not interested offer the free statement analysis – no obligation, no cost, they have nothing to lose).
20. Ebay, Craigslist, Merchants Circle, etc. add your business info or short bio anywhere you can, as long as it is local and relevant to your target area. (Note: Be sure you are representing yourself as an Independent Agent of EPS and not as EPS Corporate).

Many sales professionals and small business owners get stuck in a rut in their sales strategy, using only the same 2-3 lead generation methods they’ve always used and have become used to.  If the goal is to always only sell the same amount, then fine.  But if you’re like most people whose living is directly related to the amount of sales made, your goal is to move beyond the status quo and always strive to increase your sales. The way to do that is to utilize a variety of lead generation methods rather than depending on only a couple.  Try them all, monitor and measure the results, then tweak until you find the perfect mix of 7+ methods that work best for you.  Once you find that perfect mix, incorporate it you’re your daily schedule. And don’t stop there, continually try other methods as you come across them since you never know when you’ll find one that out performs the others.

Please comment and let me know which of the lead generation strategies above have been successful for you or tell me some of yours that are not listed.

Living Up To Your Sales Superstar Potential or Stuck In Mediocrity?

In contrast to our core beliefs of the human race being created equally, the characteristics of Sales Professionals are not equal. There are many different types, and each with varying degrees of achievement. While successful sales professionals are experts in their craft building an extremely lucrative career, some spend their entire careers plagued by mediocrity. Then there are those who struggle to make even a decent living and others who just don't cut it and move on to another career.

The difference between the Sales Superstar and the mediocre or struggling sales representatives always comes down to their frame of mind. It has nothing to do with territory, lead quality, relationship with the boss, or any of the other hundred lame excuses; Sales Superstars simply think and act differently.

If you're thinking: "But I've already perfected my sales process and still haven't increased sales" then you're missing the point, it's about the mindset that makes a 'Sales Superstar' not just the process. I encourage you to review the following with an open mind, honestly assess yourself, and make a conscious effort to incorporate those that may be lacking.

Top Traits of True Sales Superstars:

1. Engaging, compelling, sense of humor and personable
2. Authentic, shows genuine interest in their prospects business
3. Asks questions and attentively listens to really learn
4. Uncovers surface level needs to get to what really matters
5. Provides the best solution for client even if it's not necessarily the most profitable for them
6. Takes the necessary time to think before acting; responds appropriately rather than prematurely reacting
7. Confident yet humble attitude and behavior; doesn't allow an inflated ego to control situation
8. Exceptional time management skills, mastering the balance of work and home life
9. Separates rational business decisions from personal opinions
10. Self-motivated, passionate, tirelessly driven, determined and continually persistent 
11. Ability to act as a chameleon, easily mirroring personality traits and mannerisms  
12. Keeps positive and doesn't take rejection personally
13. Appreciates and shows respect to their support team
14. Dependable and responsible: under-promise, over-deliver client service
15. Has a strong business acumen, knowledgeable and competent in their field

Keep in mind these are not written in any specific order of importance as it is the combination and interaction of the traits working together which influence the overall character of a person. What traits do you believe are inherent in 'Sales Superstars'? Feel free to comment whether you agree or disagree or add any you think are missing in the comments section below.

As $ales are Written… So Goes the Days of our Lives

by Keith Day, Director of Agent Offices 

Every minute of every hour of every day someone $ells something, whether it is for personal use or business purposes, our lives are touched in some way and in some instances are changed forever. As a society, we can’t wear it, live in it or sleep on it.  We can’t walk in them or kick back and watch it.  We can’t drive it, fix it, or repair it. We can’t kick it, shoot it, spike it or hit it.  We can’t get it used, we can’t get it new and we can’t replace or enhance it.  We can’t rent it, can’t lease it or buy it. We can’t order it, cook it, freeze it, heat it, or eat it. We can’t check a temperature, we can’t weigh ourselves and we can’t fill a prescription or take an X-ray of it.  We can’t call on it, text it or email it.  We can’t Skype, VOIP or surf the net with it.  We can’t Facebook it or Tweet it. We can’t do anything with it until we own it and we don't own it until a $ale is made. Then a very beautiful thing happens… we’ve fulfilled a need and a commission is paid!! 

$ales drives our economy, providing hope and opportunity, comfort and joy, security and health to each and every single person who talks and walks upon the sacred ground of these United States. And so it is, as $ales are made… so goes the days of our lives.

How To Follow Through On Your New Year's Resolutions In 2012

New Year's Eve has always been a time for evaluating the past and setting goals for the coming year. It's a time to reflect on changes we want and a time to resolve to do something about it. Since making a resolution without taking action is useless, this post outlines a simple “how to follow through” to achieve your 2012 goals. 

Creating a strategic action plan for each resolution will help you attain each of your goals. The following steps will guide you in building a focused plan, and empower you to make good on all of your New Year’s resolutions: 

1. Conduct a thorough evaluation of the past year and what you want to change – having a clear understanding of the current situation will help you in assessing what needs to be done.  And be brutally honest with yourself, what’s working, what’s not, and what should be done differently.
   
2. Write your goal down on paper – this solidifies it as a real goal and not just a fleeting thought. Also, be realistic and set goals that are actually achievable through your effort rather than a dream of chance like winning the lottery.
   
3. Clarify the purpose – be as specific as possible with your underlying reasons for wanting to accomplish this goal. Having a strong motivating reason will keep you focused and determined when things aren’t going as smoothly as anticipated.
   
4.  Breakdown larger goals into the smaller tasks that must be completed in order to succeed – a well-defined plan of action will help you stay on track with what you need to be doing.  It also serves as encouragement as you review all that you’ve accomplished so far.
   
5. Create a timeline for each task to be completed – this holds you accountable for your actions while keeping you on track towards accomplishing the final objective.

Whatever your goal is, it’s important to continually evaluate the current situation against your future goal and be flexible enough to change accordingly if challenges arise or an opportunity knocks.

Remember, you can either make excuses or you can make your dreams come true, but you can't make both so get moving and get a fresh start for 2012! 

Preparing for a Successful Holiday Season

For many merchants, the holiday season from Thanksgiving through New Year’s generates approximately 40% of their annual sales. As the holiday season is quickly approaching, make sure your business doesn't get caught off-guard by making preparations now. Black Friday is just around the corner so don't wait until it's too late. The following tips will help you plan for a productive and profitable season without the headaches.




1. Evaluate your previous year’s performance for any big picture needs: 

• Do you have enough areas to process all types of payments? Should you add another terminal or wireless processor in a new aisle or can you create a cash-only lane? Be creative to your specific situation.
• Make sure you have enough supplies in stock, such as terminal paper; this is not the time to run out. 
• Are you offering enough payment options? Should you expand the card types you accept? Or should you add another payment option such as EPS90 No Credit Check EZ Payment Plan to bring in more customers? Remember, the more payment options you have available, the more customers are able to buy.

2. Create compelling promotions, generate traffic and increase sales:

• Promoting $5 or $10 gift card giveaways to the first 20 or more customers is a small cost to bring shoppers in. Or tie the gift card giveaway to a purchase where they have to spend $50 to get a $10 gift card. You can also make it redeemable at later date like week after Christmas or the first week of January. This promotion doesn't cost anything until the gift card is actually redeemed, so it either brings customers back to shop again or doesn't cost anything. With either promotion, the cost is well worth it as the majority of shoppers end up spending more than the card value. Just make sure you have plenty gift cards preloaded ahead of time for efficiency. 
• Utilize social media to get the word out about your promotions. If you run any other advertisements, make sure to include it there as well.

3. Make sure your checkouts run smoothly:

• Hire and train new hires now - don't wait until the last minute. Stopping the line during rush time to teach your new employees how to run a gift card transaction or how to change the terminal paper is definitely not optimal.
• Make sure your employees are capable of processing every type of payment transaction you have available quickly and efficiently as shoppers tend to get frustrated in slow checkout lines. The check out experience can make a lifelong customer or lose one so use your less experienced, seasonal holiday employees to help customers in other areas, if possible.
• Institute refund policies ahead of time so employees know the process to follow. For instance, require manager approval for refunds. And training employees to always offer store credit or exchange items first rather than simply refunding money back is a good way to keep sales.

4. Prepare yourself for the upcoming costs associated with increased sales:

• Eliminate the after-holiday bill shock by planning ahead and expecting a higher than usual payment processing cost. Tripling business over the season is really great, especially since these months typically account for more than a third of yearly sales, but save yourself some aggravation afterwards by being prepared for the higher bill as well.  Keep in mind that as your sales increase, so do the cost associated with payment processing. 
• If you think your current processing rates are too high, shop around and switch now. Typically a new merchant account is set-up in 72 hours or less and lowering your rates can save you a lot of money as your processing hits its all time high. If you're not sure about your rates or are confused over what your true processing cost are, call EPS for a free statement analysis, there is no obligation and understanding your rates is extremely important for any business owner.

Being prepared ahead of time will not only make the busy season a lot less stressful for you but will also make your customers shopping experience much more enjoyable increasing their likelihood to spend more in their current visit while encouraging return visits.

Click to learn more about how EPS90 No Credit Check EZ Payment Plan can increase your businesses profits. Or call us for a FREE statement analysis at 800-863-5995 to see how much money you could be saving on your processing cost - we guarantee the lowest processing rates or will give  free processing for a year!