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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…

How to Attract Corporate Sponsors to Your Small Business

This week on #Smallbizchat LIVE our show featured three guests: How to Attract Corporate Sponsorship with Linda Hollander,@wealthybaglady, How to Effectively Market Your Business with John Jantsch, @ducttape, and YouTube  Changes: How Your Small Business Can Continue to Leverage Videos for Profits with Burton Kelso, @BurtonKelso. 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. Linda Hollander is the leading expert in corporate sponsorships. She is the CEO of Sponsor Concierge which helps business owners profit from the awesome power of corporate sponsors. She has 20 years of experience in business. Her corporate sponsors have included Microsoft, Citibank, Fed Ex, Health Net, American Airlines, Bank of America, Wells Fargo, Staples, Wal Mart and IBM. She is the author of Corporate Sponsorship in 3 Easy Steps: Get Funding from Sponsors, Event if You’re Just Starting Out. For more info www.sponsorconcierge.com SMALLBIZLADY: How can people identify their potential corporate sponsors? Linda Hollander: There are a few different ways. Monitor the media, look at what other people are doing and who their sponsors are, use social media to keep track of brands your want to target and buy sponsor directories. SMALLBIZLADY: What are corporate sponsors looking for? Linda Hollander: Demographics are your destiny with sponsors. The more you know about your audience, and can prove your level of engagement with that audience, the more appealing you’ll be to a corporate sponsor. The definition of sponsorship is connecting a company to people who buy things. SMALLBIZLADY: What’s the biggest mistake most people make when pursuing corporate sponsors? Linda Hollander: One big mistake is pricing too low. Another is not promising deliverables. Vagueness is the enemy of success with sponsors. The last mistake is submitting a sponsor proposal that is not industry-standard. John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network. His latest book, SEO for Growth – The Ultimate Guide for Marketers,…

Learn How to Leverage Your Network to Increase Your Business

This week on #Smallbizchat LIVE our show featured three guests, LinkedIn Sales Expert Brynne Tillman @BrynneTillman, international speaker and relationship expert Charreah Jackson @charreah and Business Expert Mike Macholowicz @mikemacholowicz. 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. Brynne Tillman is an Amazon bestselling author of The LinkedIn Sales Playbook: a Tactical Guide to Social Selling. As a career sales professional herself, Brynne bridges the gap between traditional sales, networking, and social media.  Learn more at www.socialsaleslink.com. SmallBizLady: How do you leverage LinkedIn to get client referrals? Brynne Tillman: LinkedIn is a very powerful tool to help you identify who in your network can help you gain access to your targeted market.It allows you to search and filter your client’s connections then choose a few key prospects. When you are with your client, run that list by them, review who they think would benefit from working with you and ask them if they could copy you both in an email or LinkedIn message. Even offer to write an introduction paragraph for them. SmallBizLady: How do you leverage LinkedIn to to get referrals from your general network? Brynne Tillman: Look at a list of all your 2nd degree connections and who your shared connections are. Choose one that you know well and ask for an intro. Dear Friend, I hope this note finds you well. I noticed that you are connected to XX at XX. I was wondering if you would kindly provide an introduction for me. If you could copy us both in an email or LinkedIn message I can take it from there. To make it easier for you, I have included a short paragraph below that you are welcome to copy and paste. Also, please feel free to look through my connections, I am happy to make introductions for you as well. Thanks so much. Brynne I would like to introduce you to Brynne Tillman, CEO of Social Sales Link. I thought it might make…

It’s National Small Business Week 2018!

This week marks the annual kickoff of National Small Business Week. It’s the biggest celebration of small businesses in the U.S.  This year the Small Business Administration (SBA) has decided to offer a virtual 3 day conference to launch National Small Business Week! If you are trying to build your brand online with Google, transition your business finances to the cloud or manage those pesky online reviews, they are a line-up of corporate presenters who are happy to tell you how their products and services can help you grow your business. The SBA is also broadcasting lots of content over their FB page this week so might want to tune in to get some tips and tricks to grow your business. National Small Business Week was started in 1963 when, President Kennedy signed a proclamation announcing a dedicated week to celebrate and assist small businesses. Ever since then, events are hosted online and in major cities to bring together entrepreneurs and start-ups. Brands who invested in small businesses such as, VISA, Chase, Constant Contact, Google and Intuit are sponsoring live presentations. The SBA is trying some new things this year to engage small business owners. Starting with the #SmallBusinessWeek Hackathon Friday to Sunday, April 27 to 29, Washington, D.C. SBA and Visa invite you to bring your ideas and your laptop to spend a weekend solving real business challenges as part of the kickoff of the National Small Business Week 2018. A $24,000 prize pool will be awarded to winning submissions. They are also conducting a bus tour through several southern states this week to highlight some of America’s most outstanding business owners. Here’s the tour schedule. Jacksonville, FL – May 1 Savannah, GA – May 1 Columbia, SC – May 2 Fayetteville, NC – May 2 Raleigh, NC – May 3 But wait there’s more…I’m doing a major event for National Small Business Week See SmallBizLady LIVE on FB LIVE May 2 at 8pm ET If you’re a fan of #SmallBizChat, now in it’s 9th year, you know that every Wednesday from 8-9 pm ET, we invite on authors and small business experts to educate…

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