Okay, even though I train people on how to create kick-ass sales presentations that sell your products or services like magic, I’m about to let you in on a dirty little secret most sales trainers will never tell you.

It’s also like the secret most top gun copywriters won’t reveal. You see, the key to getting great results from sales copy hinges on list selection far more than it does the copy. If you have a great list, you can get great results from mediocre copy. If you have a lousy list, the best copy in the world won’t get you results.

As far as sales go, the marketing you use to attract your prospects has a MAJOR impact on closing the sale. The better you are at generating high quality, qualified leads, the better your sales will be.

Some folks think you measure lead generation success by the number of leads you get. In some rare instances, that’s true. In most cases, the quality of the lead is infinitely more important.

Your lead generation (or traffic generation as it’s now called) should do two things: Attract good prospects and, second, dissuade unqualified prospects from responding.

I’d rather have a handful of qualified leads to pitch to than a boatload of unqualified people. Last week, I did a presentation where only 98 people were in the room, BUT all of those people were highly interested in what I was selling. The result was over $50,000 in sales. I purposely DISCOURAGED people from coming to my presentation who wouldn’t be good prospects.

So one of the best ways to increase your closing percentage is to generate qualified leads.

Kick butt, make mucho DEEnero!

Dave “The Truth Teller” Dee