Featured Resource

Lead Generation Machine

How To Create a Non-Stop Flow of Highly Qualified Leads for Any Business

Leads are the life blood of marketing! This lead generation super class is broken into three fast moving lessons that include laser specific details for making your phone ring like never before.

This course will turn any small business into a systematic lead generating workhorse.

Learn more and purchase Lead Generation Machine.

Featured Article

The Lead Generation Trio

The Duct Tape Marketing System tells us that every small business marketing system should contain a mix of elements from the Lead Generation Trio – advertising, referrals, and public relations. The exact mix that is right for your company is determined by your marketing strategy – the combination of your Ideal Customer definition and your Remarkable difference.

There are several reasons to include tactics from all three lead generation categories in your marketing system. Today I want to discuss three specific issues - broadening our reach, building marketing momentum, and efficient use of our marketing budget.

Each customer and prospect has their preferred way of learning and making purchasing decisions. Some want to read lots of literature. Others will only do business by referral. By distributing our message through a variety of channels, we increase the chance that we will speak to our customers in the way they prefer.

Another reason to communicate our message in different ways is we want to build marketing momentum. Exposure builds momentum. One way to build marketing momentum is by coming at your audience from many different angles. Each exposure builds upon and strengthens the previous exposures – magnifying your message.

In order to get the biggest bang for our marketing buck, it is important to understand the 3 Cs of Lead Generation – Cost, Control, and Credibility.

Cs of Lead Generation

As the diagram above shows, each member of the lead generation trio has strengths and weekness in terms of the 3 Cs. 

By using the right mix of lead generation tactics, we can reach the greatest number of potential purchasers, in the manner in which they prefer to be communicated with, without having to bust the budget.

Join the conversation on our blog as we continue to discuss ways to make the most out of our marketing budgets.

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Recommended Reading

The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.  Adapted by David Mattson, this outlines 49 "Sandler Rules". These timeless selling principles will

The principles are divided into three main parts. Part One outlines six rules, or core concepts, that will transform your selling process (or help you get one).

Part Two contains rules that focus on execution. The 27 rules in this section outline many of the tactics that you will use "where the rubber meets the road" during your sales calls.

The rules in the last section help us remember the proper attitudes that we need to have in order to be successful in sales.

Follow the rules in this book and your sales will definitely improve.