Welcome back to the South Florida CEO Podcast. In this episode, we're going to dive into your goals, your clients, your team, and your digital presence. This is from a talk I gave to a group of small business owners and marketers a few years back. It was all about how to drive more leads and grow revenue by modernizing how you approach -- your sales and marketing playbook. This particular segment is all about...

Today's episode is all about what to do after your initial meeting with a potential client; staying top of mind after your initial meeting. This is one of the biggest frustrations that owners of small and medium-sized businesses in South Florida are facing, and many of their sales directors face this problem as well.

In this episode, we're going to dive into how to get people to see your value; how to get potential clients and existing clients to see the value of your company's products and services, and your company as a whole.

So first we're going to talk about the importance of timing. Then we’ll get into some of the basic parameters of what's important, some of the prerequisites, to get this right -- to better understand not only your value from an internal perspective but your value from the standpoint of your most important clients and potential clients.

Today we're going to talk all about converting leads: how to convert more leads.

The first place to start with all of this: let’s make sure that we’re on the same page and iron out some of the poor conventional wisdom, old wives’ tales, and inconsistencies with how converting leads is talked about by sales professionals and marketing professionals. There are a lot of inconsistencies.

Today we're going to talk all about how to get past gatekeepers.

Gatekeeper is an interesting word. And it's not anything new, believe it or not. It's not like CEOs in South Florida or their sales directors, just came up with this word in the last 5, 10, 20, or 30 years.

Today we're going to dive into how to find the right contacts for your small- or medium-sized business in Southeast Florida.

Now, one of the most important things when it comes to finding the right contacts is the mindset:

It's all relative, and it's all somewhat subjective.