Kendra Lee on Prospecting and Lead Generation
On Episode 97 of The No Limits Selling Podcast, we have Kendra Lee, president and founder of KLA Group, a world-class sales and marketing agency, and she is author of the books The Sales Magnet and Selling Against the Goal.
Once a repeat IBM Golden Circle award winner, Ms. Lee has led her organization in leading clients, including small and mid-market companies and Fortune 100 enterprises, to produce results like these...
- Penetrate new markets in as few as 12 weeks
- Increase referrals by more than 328% in just 7 weeks
- Drive new client acquisition by more than 31% year-over-year
- Generate an additional 5 prospect appointments per week per rep
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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Introduction and Background of Kendra Lee
The podcast begins with an introduction of Kendra Lee, who is the author of several books including "The Sales Magnet" and "Selling Against the Goal". Kendra is the president and founder of KLA Group, a company that specializes in sales and marketing. The host commends Kendra on her clear and crisp messaging on her website, which promises more business and leads for those who need it.
The Importance of Prospecting
Kendra discusses the importance of prospecting from a salesperson's perspective. She emphasizes the need to identify the biggest issues that people are currently frustrated or concerned about. Kendra suggests that salespeople should start by understanding what their clients or prospects are grappling with at the moment. She recommends reaching out to existing clients to find out what their current issues are and what they are thankful for that your company helps them with.
Using LinkedIn for Prospecting
Kendra shares her strategies for using LinkedIn for prospecting. She suggests doing a bit of research on LinkedIn to find any commonalities with the prospect. This could be anything from attending the same school to sharing similar hobbies. Kendra also recommends using Google to find out more about the prospect, such as if they've written any articles or have been highlighted somewhere.
Setting Appointments and Follow-ups
Once an appointment is set with a prospect, Kendra advises that the real work begins. She suggests sending a LinkedIn connection invitation and sharing something interesting related to the topic of discussion. This could be a blog post, a video, or an article from a credible source. Kendra also recommends sending a calendar invitation with a specific agenda to remind the prospect about the meeting.
60 Ways to Prospect Remotely
Towards the end of the podcast, Kendra talks about a resource she created called "60 Ways to Prospect Remotely". This is a checklist of ideas that salespeople can use to prospect, many of which Kendra has used herself. She suggests trying out different ways to prospect and finding what works best for you.
In this podcast, Kendra Lee, the president and founder of KLA Group, shares her insights on effective sales strategies. She emphasizes the importance of understanding the immediate needs and concerns of prospects, using tools like LinkedIn and Google for research, and maintaining communication with prospects after setting appointments. Kendra also introduces her resource, "60 Ways to Prospect Remotely," which provides a variety of strategies for salespeople to connect with potential clients. She concludes by encouraging salespeople to view prospecting as an opportunity to help others by offering solutions they may not know exist, and to enjoy the process of meeting new people.
Questions & Answers
Who is Kendra Lee?
Kendra Lee is a renowned sales strategist, author, and the president and founder of KLA Group. With her expertise in sales and marketing, she has helped numerous businesses increase their leads and sales.
What is the importance of prospecting in sales according to Kendra Lee?
Kendra Lee emphasizes the significance of prospecting in sales. She suggests that understanding the immediate needs and concerns of prospects is crucial for successful sales strategies.
How can LinkedIn be used for prospecting?
Kendra Lee shares her unique approach to using LinkedIn for prospecting. She recommends finding commonalities with the prospect, such as shared interests or mutual connections, to establish a rapport.
What should be done after setting an appointment with a prospect?
After setting an appointment, Kendra Lee advises maintaining communication with the prospect. This can be done by sending a LinkedIn connection invitation, sharing relevant content, and sending a calendar invitation with a specific agenda.
What is "60 Ways to Prospect Remotely"?
"60 Ways to Prospect Remotely" is a resource created by Kendra Lee. It provides a checklist of ideas that salespeople can use to prospect, many of which Kendra has used herself.
What is Kendra Lee's perspective on prospecting?
Kendra Lee encourages salespeople to view prospecting as an opportunity to help others by offering solutions they may not know exist. She believes in the importance of identifying the issues or challenges that prospects have and how it's affecting them.
What are Kendra Lee's final thoughts on prospecting?
Kendra Lee concludes by encouraging salespeople to have fun with prospecting and to enjoy the process of meeting new people. She believes that prospecting is not just about making sales, but also about helping people find solutions to their problems.
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