mrwilsd

Years ago, I read a book called ‘Sales on a Beermat’ by Mike Southon. There were a couple of points in that book which completely changed the way we did business and one of them was the concept of a 15-minute phone call with a new prospect. Basically, the book said to never, ever meet … Read more

LinkedIn has emerged as the go-to platform for professionals looking to expand their networks and discover new business opportunities. However, there’s a growing trend that many find off-putting: the immediate sales pitch following a connection request. This ‘lazy follow-up’ approach often leads to missed opportunities and disengagement. Think of LinkedIn as a vast, virtual networking … Read more

Every week, we have a 15 minute catch-up with you, either via Teams or via Zoom. At these meetings, we go though your hot prospects, (prospects who we feel may turn into appointments), your watches (prospects who we’re watching because we feel there is something there) and your future prospects (people who have said not … Read more

We’ve all heard the old adage that to do business with someone you need to know, like and trust them. But I realised recently how true this actually is. We were recently looking for a new accountant and found that there was actually an accountancy company in the business park near us. We met with … Read more

On a Friday, we send you a weekly report that shows you where we are with your campaign. There are four tabs: Tab 1: Shows you all the appointments we’ve achieved for you so far and upcoming dates. Tab 2: Shows you your hot prospects, (prospects who we feel may turn into appointments), your watches … Read more

LinkedIn is such a powerful tool. Not only is it very searchable and you can gather lists of ideal prospects but there is a lot of power when people connect back too. For instance, the first thing when people connect back, is that you have instant access to their contact details. People often put their … Read more

Do you onboard your new clients? Onboarding is something we’ve been working on and evolving over the years and we have a system now of about 20 things that happen behind the scenes to make a new client feel welcome and that they’ve made the right decision. Here’s just a few of the things we … Read more

One unexpected side effect of us doing your lead generation for you and getting you qualified appointments every month is that we also build your pipeline for you as well. By that, we mean that we start talking with prospects that are not quite ready to book a meeting yet but may well be in … Read more

Omg, omg, it’s been a couple of weeks since we started working with you. We’ve had our kick off meeting, started connecting with people on LinkedIn, followed up with them and made some calls. And now someone has said Yes!!! They’d like to speak with you!!! We’ve BANT qualified them – they have the authority, … Read more

The first stage of our process when a new client comes on board is a kick-off meeting. I think most lead gen companies do this – we often hear from our clients that they’ve spent a long time educating their lead gen company on their products and services only to have the campaign fail only … Read more