Archive Monthly Archives: September 2008

Massive Action — The Funnel

Hey guys,

It’s helpful to think about your lead generation in terms of “filling a funnel,” the funnel representing the information process you’re taking people through.

To use an analogy, if you poured a couple of drops of petrol into a funnel, and waited for them to come through the other end before you poured another couple of drops through, you may never end up with any coming through. Reason: the petrol may evaporate before it comes through. You need volume to avoid this problem.

Generating either warm or cold leads for your business is no different — you need sufficient volume coming through at any point in time so that you avoid “evaporation”.

Get the flow happening and you’ll be surprised how much of the petrol flows through the other end.

Live with passion,

Brett Alegre-Wood

You don’t need to sell if your clients want to buy…

Hey guys,

I guess that at some time we have all endured the unpleasant experience of an old-time sales pitch from a heavy handed ‘closer’.

This is the person who just won’t take no for an answer. In fact, they’re so insensitive, it’s doubtful they would hear you even if you told them his pants had fallen down! Yes, I think we have all met them at some time.

Trust is rarely developed by salespersons who are only interested in securing their commission by any means. Nobody likes to be pushed into a corner, and trying to ‘close’ is surely the quickest way to destroy the rapport that can exist in a relationship.

There is a better way, and it is founded on the idea of becoming a consultant rather than a salesperson. A consultant tries to understand by asking the right questions, rather than trying to persuade a client to buy whatever it is you are offering. The 90’s way to close a sale is to have your client ask you to help solve their problem.

A consultant doesn’t presume to have all the answers, but tries to identify any problems that may exist, and then offer possible solutions.

It’s all about building successful relationships.

Live with passion,

Brett Alegre-Wood

Create Your Personal Story…

Hey guys,

Create a story for yourself.

Your personal story is important because it is exclusively yours and is the foundation for your belief and commitment. This story should include what moved you to action and what propelled you to do this as a career. Become clear about it! You will have more self-confidence and will appear a lot more relaxed and focused.

Live with passion,

Brett Alegre-Wood