Cold calls to get started, but what's the next phase of lead gen?

by tpgrm
7 replies
My current focus is cold calling to generate business, but I know this is and should be a temporary solution. What would be the next logical step in developing a more passive lead gen source?

I'm selling a product to local businesses.

Thanks in advance!
#calls #cold #gen #lead #phase #started
  • Profile picture of the author Jason Kanigan
    Direct Referrals

    Referral systems (different animal)

    Advertising

    Speaking engagements

    Paid traffic

    Marketing collateral

    Lots to learn, my friend.
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  • Profile picture of the author LifeSafetyExpert
    Cold calls are the best way to start. Not sure about your niche but like Jason said, so much to learn. I would recommend trying to get as many referral partners as you can. Take me for instance. I am in the Home Security,Fire and Automation business. Here are a few things I do for referrals. First off, I have insurance agents(homeowners get a 20% discount with my produce),realtors,home builders,mobile home dealers and hvac companies that refer me to homeowners. Then when I homeowner gets one of my systems, whoever gave me the referral, I give $100 cash.

    Something else I do, I have most every gun shop in my county. When they sell a gun to someone, they recommend me to the gun buyer for a free home security system. Then, when the person closes on a security system with me. I give them a $100 gift certificate to the store that referred me to them. I also do this with jewelry stores and even restaurants sometimes.

    I also will go to parking lots and put out thousands of fliers. On the flyer, I say that any system signed for this week will get a gift certificate for 2 for free concealed carry permits or a fire proof safe. I give the ccw class and if they want the safe, it only costs me about $40. So, once you start getting plenty of referrals, you wont need to make many cold calls. Once ya get the ball rolling, it's hard to stop which is what you are looking for!!

    I am now doing seminars as well. It costs a little up front but WELL woth the investment. Within the next 6 months, I'll be the GO TO security guy in my area.
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    • Profile picture of the author samuk
      Excellent contribution! Even, if you know this stuff already, it makes you think that you should go back and re-work on your strategy or better re-focus on your initial strategy! Thank your input!

      QUOTE=LifeSafetyExpert;10634915]Cold calls are the best way to start. Not sure about your niche but like Jason said, so much to learn. I would recommend trying to get as many referral partners as you can. Take me for instance. I am in the Home Security,Fire and Automation business. Here are a few things I do for referrals. First off, I have insurance agents(homeowners get a 20% discount with my produce),realtors,home builders,mobile home dealers and hvac companies that refer me to homeowners. Then when I homeowner gets one of my systems, whoever gave me the referral, I give $100 cash.

      Something else I do, I have most every gun shop in my county. When they sell a gun to someone, they recommend me to the gun buyer for a free home security system. Then, when the person closes on a security system with me. I give them a $100 gift certificate to the store that referred me to them. I also do this with jewelry stores and even restaurants sometimes.

      I also will go to parking lots and put out thousands of fliers. On the flyer, I say that any system signed for this week will get a gift certificate for 2 for free concealed carry permits or a fire proof safe. I give the ccw class and if they want the safe, it only costs me about $40. So, once you start getting plenty of referrals, you wont need to make many cold calls. Once ya get the ball rolling, it's hard to stop which is what you are looking for!!

      I am now doing seminars as well. It costs a little up front but WELL woth the investment. Within the next 6 months, I'll be the GO TO security guy in my area.[/QUOTE]
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  • Profile picture of the author GTC1187
    I would think that building a book of business substantial enough to cashflow the business and give you a substantial dedicated monthly marketing budget with which to begin advertising to test and refine your ads month to month would be a good start.
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  • Profile picture of the author tpgrm
    Fortunately, I'm not really starting from zero in terms of a knowledge base. I previously built a b2c dotcom from scratch into a multi million dollar a year business and cashed out.

    That being said, the high-volume, high-velocity product sales profile of that business, is much different than the person to person, persuasion game that I'm playing now.

    I boot-strapped the last business which I'm doing again now. GTC1187 hit the nail on the head as far as my immediate strategy goes. The phone is working, but I'm investigating where I should spend my next marketing dollar.

    Thank you so much for your help guys, especially to Jason: I always read your posts with great interest.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by tpgrm View Post

      Fortunately, I'm not really starting from zero in terms of a knowledge base. I previously built a b2c dotcom from scratch into a multi million dollar a year business and cashed out.

      That being said, the high-volume, high-velocity product sales profile of that business, is much different than the person to person, persuasion game that I'm playing now.

      I boot-strapped the last business which I'm doing again now. GTC1187 hit the nail on the head as far as my immediate strategy goes. The phone is working, but I'm investigating where I should spend my next marketing dollar.

      Thank you so much for your help guys, especially to Jason: I always read your posts with great interest.
      What traffic source do you have that is under-converting right now?

      Is there a traffic source you haven't accessed sufficiently yet that could easily be hooked up to an existing conversion system?

      Those are two situations where you'll get the biggest bang for your buck.

      IMO either get direct referrals (buyers recommending people they know in similar situations as they were in to talk to you--using a specific process) flowing...done right, you can expect a sale out of every 2 of these...or...

      Hook up a new-to-you but ought-to-be-prequalified traffic source to existing marketing collateral and a funnel you have in place now. Having prequalified traffic move through effective marketing collateral prior to talking to you warms them up very well. What you get here are a lot more good 'at bats'.
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  • Profile picture of the author Aaronisaiah
    Door knocking to businesses if your a closer nothing like meeting face to face. Depending on the product.
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