Lead Generation
The art of picking winners to invest your time in.
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Target Market for Golden 25
We focus on our SPA product for commission only sales teams. If you are researching before calling you should only enter Class A and B.
Give a point for each of the following and multiply by 4. You have the percentage value.
Class A: 80% + Offer from £1000+ set up fee advance. 15+% override.
Class B: 70-80% Offer six month spread on setup fee 20+% override.
Class C: 50-70% Offer but rigid on payment of full set up fee and override.
Class D: 0-50% do not offer a SPA. Fixed fee in advance only.
To ascertain a client value, one point for each positive response below:
1. Can remunerate several sales people into six figure earnings.
2. Have at least one person now earning in six figures.
3. Are in a secure and growing sector.
4. Have a good name that will help a sales person sell their produce.
5. Lead generation and Marketing support for sales team.
6. More than ten staff currently employed.
7. Incoming enquiries.
8. Can take on board at last 3 people per month.
9. Clear USPs.
10. A charismatic and visionary leader.
11. Clear sales strategy
12. Large margin to pay sales people well.
13. An experienced Sales Director.
14. Product training
15. Sales training in place.
16. CRM.
17. Administrative Support.
18. Remuneration schemes with incentives.
19. Reputable brand.
20. Weekly sales meetings.
21. Sales scripts and manual.
22. Sale materials to present to prospects.
23. Access to company leaders.
24. Convinced will pay sales commissions.
25. Established business.
The Golden 25
The Success Moves Successful Prospecting System
The Golden 25 is a marketing concept by Russell Brunson, founder of Click Funnels, see his books, and YouTube videos. It also reflects a methodology that Warren Buffet and Charlie Munger use to pick winners to invest their time and money in.
The latter will use Value Line which will report on the top performing 1600 companies on the S and P 500. Then they will make a complete analysis of the company and score them on various aspects. Cash flow, assets, P/E ratio, management team etc. Only a few from that original best 1600 companies will get through these checks. Then they will work out from their research and analysis the true value of a share in those companies. When the market price is 25% lower than that they buy. From then on they will not take much interest in share price because they invest in companies not in stocks. If price goes down, good news, as they will buy more. They will then rent out their shares and protect them against losses using calls and puts on the options market. Calls will probably be their most important and long term income. (This is discussed and examines more in our wealth building section.) We like them are looking to invest our time to secure a long term and significant income from every client. Ironically having used their methodology to make our money we become investors directly applying their principles through the Success Moves share investment club.
Taking this idea you must decide the best 25 companies for you to invest your time in. So it is worth doing significant research and analysis of a list of companies and just deleting them when they dont score highly enough on each category. You are looking to reduce it to 25 that are worth considering seriously. Remember we take more of a Buyer role than a Seller. We choose who we approach and offer the SPA to. This is because our main income is the override which is determined largely by how well they lead, manage and motivate the sales staff we place with them.
So what are the top ten criterion that each ideal prospect company must have. (Full list in next section)
1. Money. It must either have significant ongoing profits to invest or have raised over a £1Million of investment.
2. Market. In a market that is experiencing growth and predicted future growth.
3. Have quality leadership. All staff like to work for a company with a clear future vision and a boss they respect.
4. Make quick decisions when it comes to recruiting staff.
5. Offer generous remuneration and incentives.
6. Pay our advance setup fee.
7. Have a reputation to pay their bills.
8. Have clear USPs over their competition.
9. Have a regular need for multiple recruits.
10. Use us exclusively.
A thorough analysis of LinkedIn will provide most of the above. You can look at the people employed and how long they have been there. Their products and services, their website. Paiger will also give you research on the company and full list of jobs they are advertising. You can also go to companies house and for free download their report and accounts and have exact information on their results and their top people. You can approach people who have worked there or currently do and get the inside story.
Day 1:
Planning for Success:
You need build a portfolio of only 5 clients to have a substantial income and build serious wealth. When you have done that your objective is to build a team and teach them what you have just done. Then to teach them how to build a team in the same manner. Remember you get an override on two levels of Partners you have brought into Success Moves.
Target your ideal market which must be a niche that has a need for our type of service and money behind it. We only sell to companies that have money behind them either from growth and profits or substantial venture capital backing.
What sectors have I got experience in. EG Digital Marketing, Fintech, home improvements etc.
What countries have I lived in and have experience in. E.G, USA, Dubai, Singapore, India?
What sectors and countries do I have an interest or passion or interest in working on?
From above 3 questions which of these has most need and money?
What are the sub-niches that I should start on first? EG Tech niche. Fintech, SaaS, Cyber Security sub-niches)
Complete Your LinkedIn Profile:
Content must show that you are expert in a niche.
Your connections need to be 500+.
Attractive banner picture but not corporate. LinkedIn is about you.
Passport style business photo.
Full contact details and website.
Join 10 groups in your niche.
Day 2:
Morning:
Use LinkedIn to research 25 ideal qualified prospects in your niche.
25 – 200 staff.
£2m turnover.
Regular recruitment need.
In growth sector or country.
Indication of growth plans.
Do searches by company. Or go onto the Jobs section and do it that way. Limit your research to 25 prospects that meet the above criterion and for whatever reasons you would like to recruit for them. We will be running online training sessions of doing this Golden 25 research.
Afternoon
Enter all their details into Nutshell.
Ring them, using our sales scripts.
Ring others that you have previously put on Nutshell.
Link them for automated Nutshell follow up scheduled emails.
Message them on Linkedin if they connected with you.
If you are not finding a mobile number or trouble getting through gatekeepers try a different approach. Also look for different contacts to approach.
Record the calls and keep your notes up to date.
Remember first person to enter a company on Nutshell owns them. When a company for whatever reasons looks not to be a good prospect flag them as such but do not delete them.
When you have 100 companies on Nutshell (net of those flagged), stop doing research and start each day with phone calling. Only go back to research to keep overall number at 100. Your will rapidly have a 100 list of companies that are now between warn to hit and becoming clients. You only need 25 of these 100 to pass from warm to hot, using the definitions on Nutshell. From those 25 hotties, five will become ideal repeat order clients.
At five clients in your portfolio, you need to be building your team and teaching them what you just achieved.
Simple. Keep to the formula and success is inevitable.
Remember you have a Team Leader and his Leader as well to assist you, use them.