Have a Discussion that Generates Real Leads

(This is a concept that will be discussed in our upcoming webinar, “21st Century Lead Generation,” a live event March 28,  12p EST) 

I struggled for years thinking that we sales and marketing professionals play too loosely with the term lead. To me, a lead isn’t a true lead until there’s a conversation with the prospect that determines if they have an interest, if they have the money to pay for it, and if they are committed to fixing the problem they tell you they have.

When we don’t clearly define lead, any person who shows up in our space becomes a “lead.” And that’s not how you create business. That’s how you become tired…quickly.

So when we talk about Lead Generation, we are talking about the concept of generating leads by having quality discussions.

But remember, discussions are a two-way street. It’s not only you presenting your products. In fact, I suggest you forget about your bag of products. It’s all about your client. Try beginning the conversation by talking about their struggles, their company’s trends. And then give them some insights and educational content that will help them move along the path.

Need to improve your discussion game? Here’s a link to a video that promotes a webinar we’re doing on March 28 that lays out the customer journey and how you can be a part of it by beginning with a discussion to determine if you have a lead. Click Here To Watch The Video

So hold off on qualifying someone as a lead until you have a live discussion with them.

Stop being sloppy in your sales process. Have a discussion. Determine if it’s a lead. Generate a sale.

Bill Caskey Bill has been a trainer since 1990. He’s passionate about sharing his ideas about selling, business, life, money, and meaning.