Monday, July 30, 2007



Daily Sales Leads

are the
Best Kept Secret In St. Louis!

"In our first year subscribing to the service, we've gained $11,000 in new business and major sponsors to our annual events.

One of the best benefits of the service is the time it has saved us.

Instead of networking and researching prospects, the service brings all that information to us Every Business Day.

For us, it's been a great investment!"

Ron Ameln, President, St. Louis Small Business Monthly

Tuesday, July 10, 2007

The BRBs DON'T WORK . . .

Unless YOU Do!

Many know that before owning BRB I was a client for over twenty-five years.

I KNOW the BRBs Don’t Work . . . Unless You have a
System for Working
Them and
Work the System!

Because I love sales, and have studied and practiced selling for years, it's hard to admit, but sometimes the BRBs didn't work. However, it wasn't the leads not working, it was Fred not working the leads!

I know none of you have ever had Call Reluctance, but there were times when I just knew they couldn't use my products or services so I never made the call! (Pretty stupid, right?)

The Lesson is: No Mind Reading! Once you've determined that a lead fits the profile of your target market, they should be contacted! If they're not ready to buy now, they might be clients in the future.

Most sales are not closed on the first call. This is why it's so important to have a system to follow up, follow up, follow up.

Some of the BRB lead information, especially in the Construction Categories, is way ahead of when decisions for many products and services will be made. Unless there is a system in place for noting: contacts, dates, decision making process, competition, and other essential sales information, the BRBs are a waste of money!

A Contact Management System is the best tool for this, and there are many excellent ones available; ACT, GoldMine,, SalesLogix, HighRise, and others. (BTW, we can point you in the right direction for professional assistance.)

Daily, Business Research Bureau provides subscribers with Change Mode Information. This is important because most businesses are resistant to change, except when their business is changing in major ways. These major changes include: New Business, New Location, New Branch/Expansion/Remodel, Change of Ownership, Various Phases of Construction, etc.

My favorite Abraham Lincoln quote is: "Things will come to those who sit and wait, but only the things left by those who hustle!"

The BRBs Do Work . . . but only if You Hustle!