Lead Generation 15 The Robust Sales Pipeline The old relic no more Relationship focus The pillow Dreamers and doers A call centre no-no The MD’s Nightmare Lead generation principles Strangers to customers No name give up
Marketing Communication 23 Email confetti and a Maserati Small biz, big opportunities Speak to someone The iPhone No virtuoso standard I’ll call you back The right message Talk to the human Being understood Telephone visuals
Marketing Strategy 21 How buyers view our prices A Classless Product Your Ideal Customer The Rule of 7 Stepped Up Setting ourselves apart No quick fix Gone fishin’ The fear of being watched “Why should I choose you?” Quality dialogue
Personal Development 5 Intrinsic motivation Learning to lose Boredom! Investment in knowledge Our uniqueness
Relationship Building 10 Check in The firewalk Open questions Leave a voicemail Be curious Who are we looking for? Human connection Open a relationship Your ideal clients Clear marketing message
Testimonials 9 Testimonial: estate planning Testimonial: construction Testimonial: asset finance Testimonial: fin. planning Testimonial: fire & security Testimonial: telecoms Testimonial: photographer Testimonial: insurance (PMI) Testimonial: finance and risk