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How to Build a Lead Generation Machine

This week on #Smallbizchat LIVE our show featured three guests: How to Build a Sales Process with Alice Heiman, @aliceheiman, Start Making Connections, Stop Adding to Your Connections with Phil Gerbyshak, @PhilGerb, and How to Develop Your Personal Brand Using Video with Cher Jones, @itscherjones. I pulled three of the best questions from each of them to share with you. Every third Wed of the month, Smallbizchat LIVE is broadcast on my SmallBizLady Facebook Page, YouTube channel and on Twitter @SmallBizLady.   Alice Heiman has been helping companies increase sales for over 20 years.  Her firm specializes in the complex sale, strategizing with sales teams to find new business and grow existing account. For more info: www.aliceheiman.com. SMALLBIZLADY: What are the stages in a sales process? Alice Heiman: There are typically 5 stages in a sales process. We call them:  Prospect, Qualify, Verify, Close, and Won. For each of those stages, there will be a definition, activities, and criteria for moving to the next stage. The biggest mistake that people make when they develop a sales process is mixing up the stages, activities, criteria, and positioning. SMALLBIZLADY: How do we determine what activities go with each stage? Alice Heiman: You start by understanding how your buyer buys and how we interface with that process. First buyers realize they have a problem to solve. Next, they look for solutions that might fix that problem. Then they compare the solutions and see how well the solution solves the problem.  Finally, they make a decision. To mirror that process we need to: (1) Target Your Audience, (2) Build Awareness, (3) Develop Interest, (4) Determine needs and qualify, (5) Educate on fit and differentiate, (6) Close the business, and (7) Implement. SMALLBIZLADY: How do those activities fit into the 5 stages? Alice Heiman: You start by defining the kinds of clients that will have the problems you solve and determining which of those kinds of companies are the best fit for your product. Next, you make a list of clients to prospect. Those 10 to 100 clients go in the top of the funnel in Prospecting. Once you have that list…

Who’s on #Smallbizchat October 2018

#Smallbizchat is a weekly conversation where small business owners can get answers to their questions. The focus of #Smallbizchat is to end small business failure by helping participants succeed as your own boss.   Please join us live on Twitter every Wednesday 8-9 pm ET. Here’s how: follow @SmallBizChat on Twitter and follow the hashtag #Smallbizchat and click here for directions to join the weekly conversation.   In October, we will be talking about packaging your genius, content marketing, and monetizing your expertise, and join us on October 17th, where we will be hosting #Smallbizchat LIVE on Twitter, Facebook, and YouTube, about the following topics: building a sales process, making connections, and developing your personal brand through video. Here is a list of who is on #Smallbizchat in October: October 3rd – How to Package Your Genius, @amandamogul Amanda Miller Littlejohn is a personal branding coach who helps high achievers make their ideas and their work VISIBLE in the digital age.  She’s the founder of Package Your Genius Academy, and the author of Package Your Genius:  5 Steps to Build Your Most Powerful Personal Brand. For more information, visit www.amandamillerlittlejohn.com.   October 10th – Content Marketing for your Small Business, @PhilGerb Phil Gerbyshak is a bright, bold, and enthusiastic speaker who never holds back and leaves it all on the stage, energizing and inspiring audiences to take action immediately.  He is a highly respected speaker, trainer and coach who has been on the cover of Marketing, Media & Money magazine, the cover of Speaker Magazine and has presented at Influence, the national conference for the National Speakers Association (NSA).  Connect with Phil on LinkedIn at http://LinkedIn.com/in/PhilGerb or learn more at http://philgerbyshak.com.   October 17th – #Smallbizchat LIVE on Facebook How to Build a Sales Process, @aliceheiman Alice Heiman has been helping companies increase sales for over 20 years.  Her firm specializes in the complex sale, strategizing with sales teams to find new business and grow existing account.  Find out more at www.aliceheiman.com.   Start Making Connections, Stop Adding To Your Connections, @PhilGerb Phil Gerbyshak is a bright, bold, and enthusiastic speaker who never holds back and leaves it all on the stage, energizing and inspiring…

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