1) The document provides 9 tips for generating better leads, such as building referral processes, speaking at local business groups, and becoming an excellent networker. 2) It recommends focusing referrals from 5 sources: local computer dealers, existing clients, community groups, resellers, and business advisors. 3) The "Golden Referral Rules" are to provide referrals to the right people, deliver great service, and ask for referrals at the right time.

1. Lead Generation Steve Herzberg, NRG Solutions 2nd May 2010

2. Why can’t I get better leads? More time with the right customers = 20% growth in 2010

3. What will you achieve in 2010? Are you clear on who you are targeting?

4. 9 ways of getting better leads Build a referral process Think local community-Do they all know what you do? Use creative snail mail outs and follow up properly Make better use of your existing data base Seek opportunities to speak to business groups Send a quarterly newsletter with great content Write well about MPS and be published in the press your prospects are reading Become an excellent networker – connect people Read the magazines your prospects are reading

5. 5 possible referrers for you Local computer dealers Existing clients Your local community Resellers – Dick Smiths etc Business advisors / accountants

6. Three Golden Referral Rules Provide referrals to the right people Deliver great / reliable service Ask for them at the right time

7. Referrals Who do you currently receive referrals from? Who do you provide them to? Why don’t you receive more?

8. 4 steps for asking for referrals Discuss the value of your work Treat the request with importance Get permission to brainstorm Suggest names and categories

9. Getting the balance right

10. More time with the right customers = 20% growth in 2010

11. Joe Girard's law of 250

12. More Assertive / Extroverts FAST DRIVER PROMOTER SUPPORTER ANALYST SLOW RELATIONSHIP TASK Less Assertive / Introverts

13. What makes a great sales person?

14. Selling today on one hand Fear Relationships Future Little things Attitude

16. Champions do these daily Maintain high activity levels (NRG) Understand their products and believe in them Strengthen their customer relationships Leverage from existing relationships Allocate their time to their best opportunities their customer knowledge On the look out for new opportunities Looking for problems their customers may face Work towards exceeding Utilise the team around them

17. How do you work out who to spend your time with? More time with the right customers = 20% growth in 2010

19. Medina on Crown st, Surry Hills

20. Normal price is $845 plus GST

22. steve@nrgsolutions.com.au

23. 0421 864 288

24. steveherzberg.blogspot.com