How do I develop a sales pipeline on a shoestring?

Step #1: Upsell your current clients. It’s always easier to sell to people who already trust you and know that you can deliver.

Step #2: Get some referral accounts. After you’re revisiting your existing clients and confirmed that they’re delighted with your offering, ask them to provide you with at least two referrals. Have THEM call or email the referrals and set up (or at least suggest) the initial meeting. It is much easier to sell to referral accounts than to completely new prospects.

Step #3: Get some more referrals. Once you’ve exhausted your client base, list out every person you know who’s in the business world and who trusts you (perhaps because you’ve worked with them previously). As before, ask them to provide you with a referral and have THEM call or email the referrals to set up the initial meeting.

Step #4: Get a lead generation system. I recommend something like Insideview, which lets you build lists on the fly and prioritize them based upon events that have happened in that company and industry. If this is too expensive, you can generate pretty good list, for free, from Jigsaw. See my recent post “10 Free Online Sales Tools“

The fundamentals of selling.

http://www.youtube.com/v/RX2XzjB4B7I
[SPR PDR]
Stimulus - (No) Pause -Response
Practice- Drill - Rehearse

How can I be a good manager? Leading with the carrot instead of the stick

In the Carrot Principle, author Chester Elton draws on one of the most in-depth management studies ever conducted to definitively show that the key to getting the most out of your employees is frequent and effective recognition.
http://www.bnet.com/2422-13724_23-314287.html?promo=713&tag=nl.e713

4 Key Principles:
Goal Setting
Recognition and reward - for reaching goals . This ties the other 3 principles together.
Trust
Accountability


Goal setting is accelerated by rewarding activities that move employees closer to the goal.
Recognition & Reward
If a company wants speed, it rewards employees who provide quick responses.
If the goal is accuracy, it recognizes those who perform with a minimal margin of error.
And what more effective way to communicate company values and desired behavior than to recognize and reward it preferably in public.

Trust
Recognition also accelerates trust; because when you publicly recognize an employee that employee and everyone else instantly see that you can be trusted to share the credit.

Accountability
And by recognizing accomplishments and milestones toward larger goals, you're letting employees know in a very positive way that they're being held accountable for the overall success of the project.

How can you make recognition an integral part of your company?
Performance--something like an outstanding sales achievement;
Career recognitions--employee's date of hire, their anniversary.
Celebration events--maybe the company Christmas party;
.Day to day recognition-- That's the pat on the back, the team lunches, the small gifts of thanks you offer on a regular basis that praise and express gratitude to employees.

This recognition is often low cost but always high touched and that's something you can do right away.

Day to day recognition must be frequent, specific and timely. I recommend keeping a recognition frequency log like this one for my book, so you can be sure you're keeping up with everyone.

Always make praise specific.
General praises like thanks everyone for your hard work or you rock are useless. Thanks relating specifically to what the employee did and how it was helpful has tremendous impact.

Immediate recognition shows you are paying attention; and value the contribution. Just think of how your spouse feels when you miss a birthday or an anniversary by just one day.

Meaningful Recognition
It's important to remember that recognition always has more impact if the reward is something meaningful to the recipient. So take the time to learn what each employee values. What are their hobbies, interests, career goals?

Remember, effective recognition is frequent, specific and timely.

Mastering The Whiteboard Tips

1. Sketch out a few hours before what you want to sketch on the whiteboard for the meeting.
2. At the meeting, recreate that sketch and talk through the model as you recreate it.
3. Draw 3-D boxes for different entities.
4. Write in Capital letters - looks neater, easier to read.

Story Communication Template

[PA SAV DO]

--- 1. PLAYERS INVOLVED & TRYING TO ACHIEVE ---

So, it was myself, John and Pete..

John was trying to ________. Pete had been and was hoping to ________. I wanted to ________.

--- 2. SCENE SETTING + ANALOGIES + VISCERAL DESCRIPTORS ---

[ Where Before? | Where Going? | Where Now?]

[Before] We had just finished an exhausting 3 week trip around a boiling Nigeria. It had been as hot as a sauna.

[Going] We were on our way back to the more relaxing & civilized Ghana. It would be like returning home from battle.

[Now] We were winding through the tight dust roads of a chaotic Lagos suburb on the way to the airport. It was like driving through a desert town.

[What Hear? | What See? | What Smell? | What Feel? ]

[Hear] You could hear the revs of motorbikes in the background. And the chatter of the street sellers going from car to car.

[See] As far as the eye could see there were poorly constructed prefab shelters.It was like a concentration camp.

[Smell] There was a pungent smell of rotting meat in the baking sun. As if animals were left to die baking in the midday sun.

[Feel] We all felt quite exhausted from the trip, hot & sweaty from the baking sun but also anxious that we would not make the flight in time.

As I entered, all I could see was____You could hear the___. The smell of ______filled the air. It felt like ______.

--- 3. DEVIATION FROM EXPECTATIONS ---

[Use Descriptive Onomatopoeic Adjectives]

All of a sudden.

There was a crash, smash, screech, croak, thud, clang, buzzing, whizzing, screech, ooze, fizzle, boom, slurp, rustle, chatter, belch, whisper, cheer, boom, bump, bash, crash, twang, whollop, rattle.

Suddenly, _____________.

The out of the blue _______.

Just as we turned the corner ___________.

As the lights came on ___________.

--- 4. OUTCOME ---

In the end __________.

Fortunately, _________.

It turned out that _________.

--- ENGAGE THE LISTENER ---

Yeah? Right?

You know that feeling you get in your stomach when you know __________.

You know that sound you hear when ___________.

Visualise for a moment ______ like a [analogy].

Imagine for a moment how we felt.

Picture the sights before you _______.

Put yourself in that position. What would you do? Well we ______.

Tough Questions Communication Template

Golden Rule: Alaways be looking for THE FLIP
- Before I answer, for what reasons is that important to you?
- Before I kick-off, What areas would you specifically like me to cover?
- So that I make best use of time, tell me, what are you interested in seeing specifically?

P.O.A.E.M - Problem.Our Offering.Advantage it brings.Example.Metrics



Microsoft are a monopoly that make it difficult for smaller players in the market. What is your opinion?

--- BUYING TIME ---

[Repeat question.Answer a question with a question.]

[Repeat +]So, why is that important to you

Can you give me an example of how this is used today?

That is an interesting question for a number of reasons. irstly, ______. Secondly, ______. Finally,______.

There is no one single answer, but I will attempt to give you my view on this _________.

I do not have all the facts in this area, but I can give you my opinion at a high level.

I am not the expert in this area, but I can give you my opinion at a high level.

There are a number of components. Firstly, ______. Secondly, ______. Finally,______.

--- ABSORBING & NEUTRALISING QUESTION ---

[Reverse & Repeat & Smile]

What is, my opinion, on your, assertion, that Microsoft, are a monopoly, that make it difficult, for smaller players, in the market.

Well Firstly, let me categorically state that I do not agree with the veracity of that statement.

Secondly, let me state some facts ...

--- FACTS DISCREDIT THEIR ASSERTION ---

I don't know where you pulled that statement from but let me just respond with facts.
[Facts. How this discredits.]
At Microsoft we contribute a whopping $16 million to local enterprises each year. This involves _______
So for you to make such an assertion demonstrates that you have not sufficiently done your homework.


--- UNRAVEL THE QUESTION ---

The false alternative - [Identify the root]

"Was your decision based on wrong practice or did you just not know?"

The root of your question is evaluation and that is what I will answer...

The hypothetical - [Focus facts]

"If x happens, what will you do?"

I can't see the future unfortunately, but looking purely at the facts…

The loaded preface - [Ignore insult, bridge to feel good statement]

"Your organization has been called arrogant by the local associations. So what are you doing in terms of partnerships?"

I'll ignore the insult an focus on the facts. On the contrary, we...

The absent party - [Deny insult, bridge to feel good statement]

"So-and-so has stated that your organization is behind the times..."

I’m not familiar with that remark.

The inconsistency - [Focus on differing conditions]

"In 1997, you said x; now you're doing x . Why the change?"

I am sure you will agree that the environment was very different in 1997. There was no September the 11th , no FB, no Twitter...Do you agree?

Putting words in your mouth - [do not dignify]

"Did you mismanage money?"

I do not know where you pull your facts from, but if those sources were accurate you would know that such an accusation is ludicrous.

--- DISCREDIT THEIR AUTHORITY ---
Are you a Qualified doctor, Scientist, expert, politician? Then you are not exactly a credible source are you?
Have you had any experience working with medicine, government policies, ? Well then, all your arguments are only second hand assumptions not first hand experience. Is that correct?
You say that it is ___ but how can that be true when you were not even present when ___.


--- EXPRESS DISAGREEMENT ---

I can't say I share your view on this and I'll tell you why. Firstly, ____. Secondly, ____. Thirdly, ____.

I feel I must disagree. And I'll tell you why. Firstly, ____. Secondly, ____. Thirdly, ____.

Well, I take your point, yet I can't help feeling that _______.

I respect your opinion. I think it makes sense. But on the other hand ____________.

--- FLAG KEY POINTS ---
{Slow, for, dramatic, effect, and, absorption}
The reason I believe this is important is for the following reasons. Firstly,.. Secondly,.. Finally..
Let me share for you why I believe this is important ______.
Let me share for you my ideas around this ____.
The most important thing to remember here is ________.
Let me clarify for you __________.


--- SUPPORT KEY POINTS ---
From our customer base we observe that ________.
Research has shown that,____________.
They have performed studies which have shown that ___________.
As [Famous Person] Winston Churchill once said, ________________.
Most [Expert Group] doctors would tell you that __________.
Let me give you an example, ____________.
Let me illustrate my point with an analogy _________.
Let me put that into a different context for you _______.
Let me help you fully understand _______.


--- BLOCK & BRIDGE ---
I don't know _____ What I do know is __________ [feel good statement].
I can't answer that , what I can answer is ________ [feel good statement].
I agree that is very important, however what we find most important is __________ [feel good statement].
I see you point but more importantly _________ [feel good statement].

Debate Communication Template

--- EXPRESSING IDEAS---

In today's world [Truism] we are bombarded we information everyday [Examples] email, files, docs, texts, adverts, newspapers....[Action] we need to stem the flow to make info more consumable [Solution] a potential solution would be ______ .

[Credibility] This has been applied before to ______ [Success Metrics] with 100% success. [TEACS]

The way I see it is...Firstly, ____. Secondly, ____. Thirdly

In my opinion _________.

How I see it is ________.

Do you see what I mean?

Does this make sense to you?

Am I being clear?

--- DISCREDIT THEIR JUDGEMENT ---

[What they said. Why it is wrong using visceral descriptors.]

"John, you said the fundamentals of the economy were strong. We are currently in the worst recession in history..So, John, I question your judgement."

"John, you supported the war on Iraq. Each week 32 young men are maimed, blinded, ripped to shreds, have their heads blown off. So, John, I question your judgement."

"John, you voted against the tax relief bill. You would like to see young women pay more on tax than they do on food for their new born babies. So, John, I question your judgement on such issues."

"My opponent believes in pro-life. That ripping young infants to shreds as a form of contraception is OK. So, I question my opponents judgement on such issues."

--- DISCREDIT THEIR AUTHORITY ---

Are you a Qualified doctor, Scientist, expert, politician? Then you are not exactly a credible source are you?

Have you had any experience working with medicine, government policies, ? Well then, all your arguments are only second hand assumptions not first hand experience. Is that correct?

You say that it is ___ but how can that be true when you were not even present when ___.

--- DISCREDIT THEIR MAJOR PREMISE ---

You made the Premise that All unemployed people are lazy.

Well, Mother Theresa was unemployed and she did more work than most employed people.

I think you will need to reassess your premise.

--- EXPRESS DISAGREEMENT ---

I can't say I share your view on this and I'll tell you why. Firstly, ____. Secondly, ____. Thirdly, ____.

I feel I must disagree. And I'll tell you why. Firstly, ____. Secondly, ____. Thirdly, ____.

Well, I take your point, yet I can't help feeling that _______.

I respect your opinion. I think it makes sense. But on the other hand ____________.

--- SUPPORT BY AUTHORITY ---

Having had first hand experience ______ I can confidently say that _______.

Having studied _____ I can say that ___________.

As a qualified ______ I can say that ___________.

--- SUPPORT BY PERSONALISATION ---

Let me ask you this, How would you feel if ______? How would YOU feel? Well this is what happens ______.

Let me ask you this, How Would you feel if you could not feed if your children were left starving and crying in your arms because you were not allowed to leave your home to purchase supplies? Well this is what happens in Palestine during curfew.

--- SUPPORT BY ADJACENT AGREEMENT ---

You do agree that ______ don't you? Then why is it OK then that? You don't agree, which illustrates the type of person you are. End of conversation.

You do agree that the killing of young, innocent children is wrong. DON'T YOU?

Then why is it ok to murder innocent Palestinian children?

--- SUPPORT BY EXTREME OF THEIR ARGUMENT ---

Your proposal will damage thousands of trees in forests accross the globe. Is that what you want?

So what you are saying is that you don't believe collaboration is a good thing??

--- FLAG KEY POINTS ---

{Slow, for, dramatic, effect, and, absorption}t

The reason I believe this is important is for the following reasons. Firstly,.. Secondly,.. Finally..

Let me share for you why I believe this is important ______.

Let me share for you my ideas around this ____.

The most important thing to remember here is ________.

Let me clarify for you __________.

--- RESPONDING TO POINTS ---

OK. I see your point. Let me respond to that by saying __________.

I am by no means an expert but I can tell you how I have been thinking about it _____.

Let me share with you how I have been thinking about it _____.

I appreciate that and agree with you. However, have you considered _________.

Let me finish please. You will get your opportunity to speak after me.

Let me finish please. We gave you the opportunity to speak without interruption.

--- CLARIFYING KEY POINTS ---

Perhaps I haven't made myself entirely clear.

There seems to be a slight misunderstanding. Firstly,.. Secondly,.. Finally..

Let me rephrase that for you.

Let me clear something up, _________.

--- SUPPORT KEY POINTS ---

Research has shown that,____________.

They have performed studies which have shown that ___________.

As [Famous Person] Winston Churchill once said, ________________.

Most [Expert Group] doctors would tell you that __________.

Let me give you an example, ____________.

Let me illustrate my point with an analogy _________.

Let me put that into a different context for you _______.

Let me help you fully understand _______.

--- NEGATIVE ASSOCIATION ---

Let me just remind you that Hitler, Stalin, Mussolini.... had similar ideas around this. They believed _______.

Your belief is unwavering, like those enthusiasts that believe in UFOs.

Your beliefs are very similar to those of George W. Bush, Hitler, Stalin when they described ______.

Terroris organisations have similar fundamentalist beliefs _____.

--- TACKLE ---

It is easy to find problems, but the more challenging part is to find solutions. Do you have any?

Do you have any proven examples you could share with us?

So, what would you suggest as an alternative then?

So, what are you doing about it?

That could be misinterpreted as a very loaded statement, do you have any evidence to support this?

Do you have any empirical evidence to support your points or is this simply conjecture conceived in your head?

--- BLOCK & BRIDGE ---

I don't know _____ What I do know is __________ [feel good statement].

I can't answer that , what I can answer is ________ [feel good statement].

I agree that is very important, however what we find most important is __________ [feel good statement].

I see you point but more importantly _________ [feel good statement].

--- KNOCK OUT---

If you can't decouple your emotions from your points I do not want to continue this discussion.

You are expressing opinions without any supporting evidence. That sounds like conjecture.

You cannot make random statements without any supporting data.

You are interpreting facts to justify your own pre-conceived conclusions.

You are filtering your data to staisfy your pre-conceived conclusions.