This post is one in a series of five guest posts authored by the super star bloggers pictured below. As part of a celebration of National Small Business Week we are asking readers to match all five guests posts up with the contributing blogger to be entered for a chance to win an iPad2. Read all five posts in today’s series and come back each day this week for five new posts in this great educational series and another chance to win.
Bob Burg
Bob Burg’s national bestseller, The Go-Giver, has been heralded as a new business classic. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve and how well they serve them. Find out more information about Bob Burg here.
How Do I Get More Leads in the Top of the Funnel 5
First, let’s define “Top of the Funnel.” These are people who, while perhaps qualify as prospects they are little more than that. In other words, while they now “know” you, the “like and trust” part of the “know, like and trust” equation is not yet there. Nor, is the need, want or desire for your product or service. Thus, they are at the “top”…the starting point.
The more people at the top of the funnel, the more will likely work their way down into actually becoming prospects and/or referral sources. This, of course, assumes you are correctly building the relationships.
This is why, when people ask, “which is more important, quantity or quality?” I generally answer, “it’s not an either/or, but a both. However, the key is the focus. Since high-*quality* relationships lead to direct business and referrals, focusing on quality over quantity results in an even greater quantity of quality.”
Fortunately, whether in-person or via the various social media, it’s easy to begin the process. In a sense, it’s about identifying the right people (or having them identify you!), meeting (connecting with) them, and building the relationship.
So, in-person? Your local Chamber event, BNI chapter, charity function, etc. Ask questions focused 100% on them; make them feel good about themselves: “How did you get started?” “What do you enjoy most about what you do?”
Online via blog, Facebook, LinkedIn, Twitter? Engage them with value. Comment on something in their bio, post or tweet. Ask questions about them. Connect them with others (only with permission, of course), etc.
The best of all is through a referral. Usually, referrals begin already much closer to the sales point, but not always. Sometimes they come in at the top, as well.
Regardless, the key is, at the very moment you “meet’ them, communicate value; no, not in your products or services, but as a person. It’s as simple as that. And, best not to make it any more difficult.
