I’m pretty excited and wanted to share with you some tips on how to authentically generate leads with integrity.
Now, when we’re out there prospecting for our businesses, and even as salespeople, the whole purpose of getting out there and talking to people is to make sure that we can have a genuine connection with the person that we’re talking to. That’s always going to relay back into more business as you build, and you grow.
So today what I want to do is share with you a couple of tips.
The first tip is to make sure that you’re absolutely coming from a space of integrity. Secondly, it’s important to have the right intention in mind when you’re talking to people and thirdly, do you see them as a person, or do you just see them as an opportunity to make money?
When you have got these three together perfectly, what is the business that will flow from that? I know that people will want to refer to you, people will be open to trusting you more and people will be more willing to do business with you if you are doing it for the right reasons.
The reason I’ve started the Authentic Sales Training Academy is because I want to change the way sales are made and the way that business is done, in order to get sales. I’ll give you a great example of what I’m referring to.
Recently, I had a phone call out of the blue. It was a cold call from, and I’m going to label this person a sales animal, okay? You’ve probably met these people before. You’ve probably had interactions with these types of people before. This gentleman was talking to me about selling me straightaway into this fantastic cryptocurrency opportunity and he said that he got my details from a lady some time ago.
Now, I didn’t know who he was talking about. I spent maybe 20 or 30 seconds trying to figure out who this person was that he was referring to. Then it came to me and I said, “Ah, are you referring to this lady who put up a little post somewhere?”
Remember, we’re talking about having the right intention. She put up a post in a public Facebook group asking for people’s names, phone numbers, and email addresses if they wanted to go into a free business directory. So I thought that’s a great idea. I’m going to go into a free business directory.
This person, she won’t be named, she then reached out to me, and she said, “Right. You’ve got a 45-minute onboarding call with somebody else so that they can run you through this, to which my reply was, “Why do I need an onboarding call for something that is just a free local business directory that you’ve offered me to go in?”
So, we’ve got to get very clear what the intentions are. At that moment, that person’s intentions were not to be of service. They were absolutely trying to generate leads and get people’s contacts for the wrong reason, of which I kindly decided this is not for me and I was out.
But the person that rang me last week was talking to me about that, and I said, “Was it that person?” He said, “Possibly.” I said, “What do you mean possibly? Did that person give you my details?” He said, “Maybe.” I said, “What do you mean maybe? Did they or did they not give you my details?” He goes, “Yes. That’s where I got your details from.” I said, “Okay. So you’re getting my details from somebody that was soliciting my details for the wrong reasons in order to sell me into something completely different to what they were prospecting for.” He said, “Maybe.” I said, “Okay.”
So, here’s the game. I said to this guy, “fine. I’m not interested in what you’ve got to sell, okay? I’m not interested in what you want to spruik. I’m not interested in what you’re offering me today because you have now solicited to me as a cold call for something that I’m not looking for and something that I’m not interested in.”
That person then got more and more aggressive with me on the phone and he’s saying, “This is great. You should be doing this. This is really important. What’s wrong with you?” Blah, blah, blah, blah, blah.
I said, “Hang on a second. I’m not interested in doing business with you because you’re coming to me for the wrong reasons. I don’t trust you. I don’t like you. I do not want to do business with you. Please accept this as a no and go away.”
To which that person said to me, and here’s the kicker guys, “What difference does it make where I got your details from? A lead is just a lead.” To which at that point I said, “No, mate. You’ve got it all wrong. See you later,” and I hung up.
When we’re in business, the whole purpose of what we do is to make sure firstly that our intentions towards the person that we’re serving is pure. You’re there to be of service to somebody, okay? If your intentions are pure and you’re acting with integrity, then that person that you’re talking to is going to be open to communicating with you.
They’re going to be open to listening to what you’ve got to say and they’re going to be more open and more willing to perhaps share with you some of the vital information that you’re going to need in order to get that sale.
If they do that and they ask you, what’s the next step, you’ve got yourself an active buyer. You’ve got yourself someone who believes in you, who trusts in you and wants to do business with you.
That’s where we want to take sales. That’s where we want to take business. We want people to want to do business with us. The sale doesn’t stop there though. That’s where the sale starts. From that perspective, the business that you do with that person is going to be ongoing. It’s going to be a relationship that you’re building with them over a period of time.
The power of what happens from that point onwards is person becomes a raving fan. You’re not actually talking just to that person. You’re talking to their whole community of people. We’ll call it a contact sphere of people that they associate with.
If you’re doing the right thing by them, with the right intentions, with the right integrity, and you’re only wanting to solve the problem that they have, that they’ve come to you for, then they will refer business to you.
That’s when you start to make a big difference in your business because your conversion rates go through the roof. The communication that you’re having with your clients is on a completely different level. You don’t have to worry about building trust. You don’t have to worry about all the other stuff that comes with it. You can have a genuine conversation with someone that you can make a difference to.
The key is being detached from the outcome because whether you get a sale today or a sale tomorrow is not relevant. What is relevant is the fact that you’re doing great service and being of great service to the person that you’re talking to and the business will always follow. So that’s my tip for you today. Have the right intention, operate with integrity and focus 100% on them and not you. That way, everybody’s winning, and that way, we’re all having more fun and ultimately, you’re going to make more money.
