SKMurphy March/April 2016  NewsletterThis blog post summarizes our March/April 2016 newsletter, you can subscribe to the monthly SKMurphy newsletter using the form at the right |
Lead Generation
Before you can close a deal you need the phone to ring–you need leads. This issue we look at lead generation.
Special Offer if you are in Silicon Valley: you should consider our April 23 workshop on “Getting More Customers” in Sunnyvale; register at https://getting-more-customers-on-april-23-2016.eventbrite.com Early Bird ends April 9.
Don’t Let Give-Aways Bury Interest From Real Prospects
Founders need leads and deals. Don’t pick give-aways that bury interest from real prospects. Have a real conversation and only exchange cards or scan a badge if there is real interest.
It can take a while to determine what to ask in an opening conversation and whether a lead constitutes an opportunity. You have to follow up: leads don’t increase in value like mint collectibles.
Q: How Do We Get A Business Prospect To Talk To Us?
Each interaction with a business prospect has to promise an exchange of value: their time or money for at least the strong possibility of benefit.
Founders Want Leads and Deals
We sell to founders and they pay for leads and deals. Everything we do has to connect the dots explicitly to new leads, new opportunities, or closed deals.
SKMurphy Monthly E-Mail Newsletter
- December 2015 Newsletter: Retrospectives, Post Mortems, and After Action Reviews
- November 2015 Newsletter: Referrals / Thanksgiving
- October 2015 Newsletter: Customer Discovery Interviews
- September 2015 Newsletter: When and How to Seek Investment
- August 2015 Newsletter: Strategies for a Winning Sales Presentation
- July 2015 Newsletter: Collaborating to Build Better Companies & Teams
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