When you’re starting a business, one of the first challenges is finding buyers. Today’s guest is Joe Ponds, president of Ponds Consulting and an expert in lead-generation.
In this episode of The Clarity Advisors Show, Joe and host Ken Trupke talk about identifying and targeting high-quality leads for your business. Joe also shares some lessons he learned in law-enforcement and the military to help you communicate better in today’s business world.
Episode Highlights
- How to define your target market to get better-quality leads.
- The key to making a sale is being able to adapt to the customer and the situation.
- Rejection is not personal. Sometimes a customer just doesn’t need what you’re selling.
Timestamps
[3:34] How “selling jail” as a law-enforcement officer applies to just about everything in life.
[5:52] Techniques learned in law-enforcement to help reduce conflict in the workplace.
[8:29] Using the DISC model to identify and understand potential clients.
[13:22] Lessons from the military that still apply today, and some that don’t anymore.
[19:55] Fishing vs. hunting for leads.
[23:17] Identifying the type of customers you’re looking for.
[24:18] The importance of being concise.
[26:31] Getting your salespeople over the hurdle and making phone calls.
Episode Quotes
- “You need to know to whom you are selling.” (Joe)
- “Everybody likes to be spoken to in their own language.” (Joe)
- “Being direct and being very clear – but being polite – always works, regardless of where you come from.” (Joe)
- “A lot of times we keep our praise very, very quiet and our correction very, very loud. It should be the reverse.” (Joe)
- “Lead generation is…taking a suspect and making them into a prospect.” (Joe)
- “You need to have three things for a proper purchase. One, a need. Two, timing. And three, the money. If any one – or a combination of those – does not exist, it does not matter how good you are.” (Joe)
Episode Resources
- The Sales Edge with Joe Pici (podcast)
- “Traction” by Gino Wickman
- “The Power of Positive Thinking” by Dr. Norman Vincent Peale
- “Leadership and Self-Deception” by the Arbinger Institute
Follow/connect with Joe Ponds
- 813-541-3994 call/text
- Joe Ponds on LinkedIn
- For a free e-book from Joe Ponds, text PONDS to 55678
