Branding Blog

It takes more than inbound to engage your Qualified A+ Leads.

Written by Dale Berkebile | Mon, Jul 02, 2012

Are you trying to go after only A+ prospects? Are you tired of all the B and C clients?

This is understandable. I too only want to spend my time with quality people that I can really help. Just because you can help them though does not make them a good fit. Let's say you have a Peak 90 list of your top A+ prospective clients… this doesn't mean you are going to reach these people, that they are a good fit or interested in you. Sure you may have a website, heck you may even have a linkedin profile and a blog. If your Peak 90 do not read or subscribe to your blog or they aren't connected to you on Linkedin, what does it matter? You might as well save you time and money.

I realized today that it was time to disqualify a prospect. I made the mistake of trying to do business with a prospect, just because their website, blog and social media presence SUCK! This is a first step to qualifying, but there are many other steps in order to be an A+ client. If a CEO thinks they are smarter than you, have everything figured out, and there is no room for growth, it is best to say Good Bye and move on!

One of the biggest problems with sales people is they often keep working the same list. Over and over again they try connecting with the same people for years. In sales this is called chasing a prospect. You know you may try to get a sales presentation/meeting and all of a sudden the client vanishes and starts avoiding calls, preps the gatekeepers to block your messages and never returns your voicemail.

So what can you do?

Well, you need to learn how to:

  1. Create Unique Remarkable Content (not steal it)
  2. Establish Yourself as a Thought Leader
  3. Train your connections to Share Your Remarkable Content with Others
  4. and do it all in a Timely and Cost Effective Way (usually not by handing it off to a secretary or intern in your office)

If you are looking for way to engage and train your contacts to become evangelists get on my calendar and schedule a 20 minute call.