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Each week Sales Babble host Pat Helmers shares selling secrets for non-sellers Pa t interviews sales guests and experts on the power of persuasion focused on a mindset of helping that ensures non-pushy win-win selling process. Fun yet informative, Sales Babble has helped sellers around the world become comfortable and quickly enjoy the role of sales professional 

Jun 12, 2018

Leadsology – Science of Being in Demand with Tom Poland #220

Today we meet Tom Poland the author of the #1 international best selling book Leadsology®: The Science of Being in Demand. Tom shares the process he uses to get prospects to self select and qualify themselves. We talk about simple marketing techniques, sales professionals can use to find great prospects.

For Tom a highly qualified lead is someone who

  1. Searches and finds your link,
  2. Knows your fee/pricing,
  3. Books a sales call,
  4. Views you as the only (or small set) legitimate choice(s).

These KPIs (Key Performance Indicators) are most indicitive of sales conversion rates (for Tom typically 50%).  The trick is to filter out unqualified leads prior to the meeting. Prospects self select.

Creating an Experience

The marketing experiences of the prospect includes:

  • Preselection – only prospects with a set demographic criteria that self select via content marketing
  • Lead Magnet – could be some information of value, commonly a pdf worksheet, essay, or maybe a webinar or live event. He calls this a “honey pot”.
  • A buyer is the intersection of an Ideal Client and a Marketing Message (Value Proposition)

Other Peoples Networks

Leadsology is dependent on the process of leverageing other people’s networks:

  • Find people with similar, but not exact clients
  • Get introduced because it’s free easy fast and simple
  • For partnerships you need: Rapport Respect Relatability Reciprocity 
  • Build networks by sharing your networks.

Take Action Advice

  1. Do some marketing!   Anything!   Don’t wait to be discovered.
  2. Do the Five Day Lead Challenge
  3. Purchase the domain to make it easy for people to book a meeting.

How To Find Tom Poland

Tom can be found all over the internet:

Click here to get the #1 international best selling book “Leadsology®: The Science of Being In Demand”

Lead Generation Strategies

Here are past episodes on lead gen. Enjoy!

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