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Description

When you’re starting a business, one of the first challenges is finding buyers. Today’s guest is Joe Ponds, president of Ponds Consulting and an expert in lead-generation.
 
In this episode of The Clarity Advisors Show, Joe and host Ken Trupke talk about identifying and targeting high-quality leads for your business. Joe also shares some lessons he learned in law-enforcement and the military to help you communicate better in today’s business world.

Episode Highlights

• How to define your target market to get better-quality leads.
• The key to making a sale is being able to adapt to the customer and the situation.
• Rejection is not personal. Sometimes a customer just doesn’t need what you’re selling.

Timestamps

[3:34]  How “selling jail” as a law-enforcement officer applies to just about everything in life
 [5:52]  Techniques learned in law-enforcement to help reduce conflict in the workplace
 [8:29]  Using the DISC model to identify and understand potential clients
 [13:22]  Lessons from the military that still apply today, and some that don’t anymore
 [19:55]  Fishing vs. hunting for leads
 [23:17]  Identifying the type of customers you’re looking for
 [24:18]  The importance of being concise
 [26:31]  Getting your salespeople over the hurdle and making phone calls

Episode Quotes

• “You need to know to whom you are selling.” (Joe)
• “Everybody likes to be spoken to in their own language.” (Joe)
• “Being direct and being very clear – but being polite – always works, regardless of where you come from.” (Joe)
• “A lot of times we keep our praise very, very quiet and our correction very, very loud. It should be the reverse.” (Joe)
• “Lead generation is…taking a suspect and making them into a prospect.” (Joe)
• “You need to have three things for a proper purchase. One, a need. Two, timing. And three, the money. If any one – or a combination of those – does not exist, it does not matter how good you are.” (Joe)

Episode Resources

• The Sales Edge with Joe Pici (podcast)
• “Traction” by Gino Wickman
• “The Power of Positive Thinking” by Dr. Norman Vincent Peale
• “Leadership and Self-Deception” by the Arbinger Institute

Follow/connect with Joe Ponds

• 813-541-3994 call/text
• Joe Ponds on LinkedIn
• For a free e-book from Joe Ponds, text PONDS to 55678