Welcome to The Revenue Generator

Hey there, it’s Harris!

Welcome to the Revenue Generator where I share 1 tactic each week that you can implement to help you generate more revenue.

There’s nothing worse than spending months and months with a prospect and then realizing they can’t even buy your product/service.

Having spent 10+ years in business development, I’ve made this mistake many times.

Here’s what you should look for when it comes to your prospects.

Today’s Topic - 5 Traits of Ideal Prospects

Spending time with the wrong prospects can crush you as a salesperson.

The best prospects I've encountered all had these 5 traits in common:

1. The budget to buy

It seems obvious, but I've spent so much time with prospects that ultimately couldn't buy.

It has to be the number one reason that salespeople lose deals.

Ask EARLY if they actually can buy what you sell.


2. They don't need anyone else's approval

The fewer approvals they have to get, the easier your job becomes.

Although, the fewer approvals they have to get, the harder they usually are to get a hold of.


3. This is related to a top 3 issue for them

It's really hard to sell.

Most of us are hesitant to trust anyone new and hesitant to spend money on something B2B-related unless it's a massive issue.

Find out early how much they care about this.


4. They've purchased a similar product/service before

This gives them a frame of reference for buying what you're offering.

This could also work against you, but if they've purchased something similar before, you know they're at least willing to invest.


5. They are responsive

First off, if they aren't responsive they might just not be that interested.

However, if you have a responsive prospect, you need to be responsive back.

It always blows my mind when sellers aren't responsive to a potential buyer.

TL;DR:

The 5 best prospects:

1. They have a budget to buy
2. They don't need anyone else's approval
3. This is related to a top 3 issue for them
4. They've purchased a similar product/service before
5. They are responsive

How we can work together:

1. LinkedIn Agency for Executives - If you are an Executive or work with an Executive that you think could benefit from posting more on LinkedIn, I’d be happy to talk.
   
   I’ve spent 2+ years understanding how the algorithm works and how you can generate more business opportunities and find new talent by being active and creating content.
   

2. LinkedIn Workshops for Sales Teams - I have been doing in-person and virtual workshops for sales teams to help them understand how they can best use LinkedIn to generate new business opportunities.

3. Get Started with LinkedIn - Join 450+ individuals who have purchased this playbook to create content that sells on LinkedIn. This is the system I’ve used to help Executives generate over $2M from LinkedIn. https://hfanaroff19.gumroad.com/l/linkedinplaybook

   
   

   Book time to discuss any of these here https://calendly.com/harris-activate/linked-revenue-conversation.

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