Small business owners, professional sales people must have a lead generation and prospect conversion process. Imagine creating a reliable pipeline of qualified leads, so many you can’t follow-up on all of them. Exuding a calming, confident effect on everyone you engage because you realize that no one customer or sales call is a make or break milestone . . . but, rather sustaining an attitude of abundance. Of course, leads are only valuable if you can convert into highly-satisfied customers. Visualize the sensation of knowing that you honor a proven process that uncovers real needs and builds urgency to the point that the customer requests a solution. Positioning the sales person as the trusted advisor, the one the customer trusts to deliver the desired outcome. A perception of knowing that you are helping the customer, that you are part of his team, a sense of belonging with the customer. Too many coatings professionals are struggling to deliver their commitments and it need not be that way.
On the flipside of every major economic crisis, embedded in the same time frame, lies opportunity for those that are courageous enough to reach for it. It’s true that many organizations are reeling in the spending in an attempt to hold on until the recovery hits. However, many are hurting right now and they are just trying to survive the day. These same customers that had no time to talk with you months ago, today, are desperately seeking help. The economy has created the urgency. Customers, too, need help growing their top-line. If you can help the customer, you can help many customers. If you can help many customers, you are the creator of your destiny.
We have designed a process that helps small businesses generate ideal-customer leads utilizing the new economy. B2B customers find their suppliers different than they did just a year ago, but most small businesses don’t know how to be found. The new social economy is changing things fast. It’s a matter of learning how to reach the masses with word of mouth recommendations. That generates leads faster and more inexpensively than ever.
Once you have generated the leads a process is needed to convert the qualified leads into customers. The key to this conversion is creating trust through understanding the customer and their needs. Again, there is a process that allows you to express your genuine intent in a manner that builds upon the needed trust. This authentic process of learning, with precision clarity, is the cornerstone of developing the trusted advisor status that we all should strive for with our customers. We struggle needlessly. In the same manner that there exists natural laws of the universe (like gravity), so too there exists real principles regarding human behavior. Principles that generate qualified leads for your business. Principles that teach you how to help customers identify their biggest challenges, build trust through understanding, and convert a high percentage of the leads into highly-satisfied customers.
At the Program on Persuasion we specialize in helping those responsible for delivering the top-line sales in the coatings industry. So, whether you are a small business owner (i.e. commercial paint contractor or the owner of a collision repair shop), the sales professional for a manufacturer or distributor, or the Vice-President of Sales . . . we can help. Our focus is training and coaching the coatings sector to reach and exceed their commitments. If this resonates with you, contact us, we will help.