Lead Generation 14 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 Bring me more sales!
Marketing Communication 22 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 Easy
Marketing Strategy 16 No quick fix Gone fishin’ The fear of being watched “Why should I choose you?” Quality dialogue Sticks of dynamite Hoovering up Differentiate to Fill a Gap The clean sheet Touch points
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