How to Find New Customers

Good selling skills aren’t enough.  Have you ever hired a salesperson and asked them to fix your revenue problem?  If only it were so easy.  Strong selling skills and process are critical ingredients, but don’t confuse them with the whole recipe.

And let’s be clear:  You want a sales and marketing model that works with good selling skills, not amazing skills, because the superstar sales  players are asking for +200K base and see themselves as investors as much as employees.

But even if you could afford it, building a team of superstar players is a tough way to grow a business.  You won’t find out if they deliver until 6 months in, after which you’ve invested a lot of time and money.  And so begins the merry-go-round of hiring and firing salespeople in an attempt to find those rare few who can take ownership of and fix the revenue problem.

Sales & Marketing is a game of buying customers.  You put money into the sales engine and you get a new customer out the other side.  More money generates more customers.  And a better sales engine will be tuned to generate three to ten times as many customers per dollar, allowing you to buy new customers at a discount.

The game starts by generating leads.  The same rules apply.  Put money into the sales engine and out comes a lead.  What is your cost per lead?

For example, you could spend $20K flying to a big conference, set up a booth, and capture 20 qualified leads, (i.e. they have needs, they have relevant job titles, and they’re in the right companies).  Your cost per lead: $1000.

Or you could hire Google to connect you with people who are actively searching for what you sell.  You sell restaurant management software and someone types in “restaurant management software” into Google.  You pay $2.00 and bring the lead to your web site, where 1 out of 20 searchers will sign up and attend your webinar.  It takes 20 visitors to generate 1 lead.  Your cost per lead: $40.

But you have finite resources and too many tactics to choose from: branding, whitepapers, seminars, webinars, social media, online demo’s, cold calling, and direct mail – to name just a few.  And every few months it seems like there’s a new killer tactic that everyone is excited about, such as Twitter, blogging, podcasting, YouTube, viral marketing, etc.

The challenge is to find out which tactics will consistently generate qualified leads at a reasonable cost – for your specific offering, market, and target customers.

We can help you.  We’ve spent years testing numerous tactics to find out which ones are likely to be effective, and which are likely a waste of time.  We’ve lived and breathed both sides of the coin, as quota-driven salespeople and as professional marketers.  We can design a lead generation program that will use the right tactics, messaging, and offers to capture new leads and fill your sales funnel.

How to Get Started

		Discover a unique approach to finding new customers and helping them buy. Our free webinar gives you real-world tactics to get leads and turn them into sales.
		Get started with our Blueprint process and we’ll map out how you can find new customers given your specific offering and target market. Find out if your company qualifies for our ROI-guaranteed lead generation program.
		Connect with our team by phone, live chat, or email.