Filling Your Sales Funnel

Over the years I have seen, heard and used hundreds of different ways to generate qualified leads.

What's best for you? It's impossible for me to know without discussing your business in more detail. I hope that doesn't sound like an excuse because it is not, it's the truth.

True Story

Recently I was called in to substitute teach a marketing class at a local college. Most of the students were business owners and one student in particular wanted me to tell him on the spot where he should spend his marketing money to get the greatest return. (If you haven't read my thoughts on "spending" marketing money yet go here: How Much Should I Spend on Marketing)

Of course the guy had no marketing processes, no data and therefore no clue as to what had worked in the past and what had not!

I explained that without any data I could only give him an educated guess but that no matter what he chose to do it absolutely had to follow the marketing equation or he was simply throwing his money away.

I got the impression that he didn't really want an honest answer from me, and would have been happier if I had told him "Run 6 newspaper ads, enlarge the size of your yellow-book ad, and consider buying some radio time on the local station."

What's that old saying "A fool and his money will soon be separated" or something like that...

Back to Filling the Funnel

So we utilize dozens of different ways to fill sales funnels depending upon the industry, the personality of our client, who they are trying to start conversations with and the size of their budget.

Here are the broad categories. Hopefully they will help you identify and plan your own marketing activities.

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What Clients Say About Us...

"My marketing team was doing all the "right" things the experts told us we should be doing and we just weren't seeing the results that my board of directors wanted to see. I had heard about Scott and his new approach to lead generation marketing and decided to give it a try instead of the canned solution proposed by our big name ad agency. Scott's turn-key approach went exactly as he said it would and produced results that exceeded everyone's expectations. It's like having a new person on my sales team!"

John Cudmore, Director Sales & Marketing QCenter

"Scott Metcalfe is a wealth of information that we are using to grow our business in this trying economy. We have been in business for eight years and refuse to participate in a recession. December 2008 was our best month ever. Now is the time to excel at business. Scott will help you improve your knowledge to position yourself and your business for the upswing. I highly recommend using Scott Metcalfe"

Brenda Fredrick, President Beyond Blinds, Inc.

"Wolff Fitness has taken a quantum leap forward in the past year due to our work with Empire Consulting. The training we received has produced consistent and predictable growth in sales. I would recommend Empire Consulting to any company serious about growing revenue."

Richard Wolff, Owner Wolff-Fitness

"Leaders have endless optimism and a clear picture of what the future could hold. Scott's no nonsense approach to leading, marketing, and selling will help both individuals and companies drive performance in the rapidly changing and competitive marketplace of the future. Over the past two years I have been impressed with Scott's ability to quickly dissect both key business issues and opportunities to build a compelling plan for success."

Grady Lenski, Strategy and Commercial Operations Director Transitions Optical