How to Get More Leads for Your Business with the help of Joint Venture Partner

Posted on September 1st, 2011 by Dmitri Stern in Attract More Leads, joint ventures

How to get more leads for your business with Joint Venture

A good example of the lead generation strategy using a low cost marketing promotion

“I Spy With My Marketing Bionic Eye” Series from Dmitri Stern Presents: A Good Example of Joint Venture That is Designed to Generate More Leads For Your Business…

Ever wonder how to structure and execute a low-cost, high-impact promotion that taps into your target market? Here’s a good example:

I’ve spied this promotional display in the local cafe and I’d say – this is a very clever promo, providing that the follow up is in place with all the leads collected. I would also combine this with sampling.

The Concept:

A personal trainer (PT) wants to attract more qualified leads. They want to target:

a) working folk;

b) image conscious;

c) with discretionary income to spend on personal training.

PT designs a good KO – Killer Offer. Finds a good way to deliver the offer to selected target market. Collects the leads on the premise of sampling their good services. Approaches the leads and closes them into an appointment. Seals the deal by performing an excellent presentation. Converts the client to a long term paying customer and the abundant source of referrals as the result of looking after them and delivering a good results.

The Execution:

The good place to find them is in a busy cafe that is situated in the trendy commercial estate. So, the PT commissions a professional designer to create a catchy display as shown on the picture above.

The the PT approaches a cafe owner and asks them if it would be OK to place the promo stand in the cafe, perhaps ethically bribing them with a personal training sessions – sampling. The prospective customer sees the display, completes the form and drops into the collection box provided

Daily, PT collects the leads and …

The Monetizing:

…Starts the approach process by calling them, pre-qualifying, building the value, and if qualified – booking them for the first appointment. The timing is everything – the faster you connect with your prospective lead – the more impressed they will be!

There are three possible outcomes of that call:

the sample session is booked – BEST!

there’s interest but the prospective customer is not committing to the sample session – OK;

the prospect changed their mind and won’t book session – NOT GOOD – almost always this is the result of poor follow-up script, no energy or passion of your sales person. There’s a big room for improvement here if you start getting a big %age of your leads falling into this category.

Once the training session is booked, consider some kind of follow-up – email autoresponders are quite good for it. The purpose of this follow up is to build your credibility, show the value that you will add to the prospect – “hot’n'sexy-body-ready-for-summer-feel-good-look-great-naked-:)”.

The session is important step in the sales process – make sure that you have a well scripted presentation, that you understand customer needs and desires, that you have a process to qualify them further and no emotional attachment to the outcome – i.e. if they are not good for your program – be honest and send them home.

I would consider signing the prospective customers there and then to either weekly plan or 10 sessions for the price of 8 deal (who doesn’t like a deal nowadays?)

There will be a percentage of people who will attend the appointment (sample session) but won’t sign up for the training sessions or continuity program. I would design a special follow-up sequence for them: Email-Postcard-SMS-Call-Visit – to maximize my sales opportunity.