TLG/006 – Targeted Lead Generation
Association Memberships with Les Vail, CEO/President Gloucester County, NJ Chamber of Commerce
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Here are the highlights of my conversation with Les:
Subject: Association Membership and how it can help you with Lead Generation
With 30+years of sales and sales management experience, Les has developed the skills of a top notch team leader and closer. His strengths are being organized and a multi-tasker. He thrives on challenges and pride himself on his ability to develop long-term referral partnerships.
Prior to the chamber he had a very successful sales career with some top notch organizations.
The Gloucester County Chamber of Commerce is the premier business referral and networking organization in South Jersey with over 900+ members they are working to help you make better connections, increase your center of influence which will help you grow and promote your business.
How association memberships can help you in your lead generation process.
Helping companies and individuals grow their business through membership in the right associations.
Gloucester County Chamber of Commerce
Need to be prospecting 5 different ways every week – Networking is one of them.
Getting other to Know, Like and Trust you.
Profile your clients before you talk with them.
To be successful you need a system in place.
Centers of influence – you need to find them and you need to be one.
Building your network takes time and effort.
Les gets to help people every day
Building mutually beneficial relationships.
Leveraging your relationship through the chamber and becoming a center of influence.
Everyone can become a networker and do it effectively
To be effective, you have to engage.
Before an event
Who is going to be there
When you get there look for people you have targeted
Ask for help getting the introduction
Not an opportunity to sell – it is just the start to building
Always try to help THEM first.
Building strategic partners is a key element to networking.
Yes – introverts can make it at networking events!
Networking is one of the things you have to be doing week in and week out!
Market yourself to the membership
FYI marketing – sending personal notes with information to people that can help them.
Use the fact that you are a fellow chamber member.
Use the chamber to facilitate introductions – ask.
You as a member – have to stay engaged for your membership to be effective
When you join, get involved and attend new member orientation.
Get on the calendar of the people you meet, do a 1v1.
Les actually looks every week at 25 potential members he could go after!
Do you look at who you could go after every week?
Use the library – there is so much information there to help you generate leads.
Improve your research before you do a 1v1 meeting, know about your prospect.
Do your homework!
Build relationships – business development
SJBI – education – connecting business and education communitees.
Faces of Business – special education and training
Executive Club – large company CEO’s
Market yourself 5 different ways every week – make networking one of them.