Without discussing our half-hour talk, which was as amusing as it was educational, i asked him he went about finding the right leads to sell. He responded with no lag, “There are leads everywhere.” Never did Barry complain about the economy. Never did Barry get into the blame that has been so prevalent.

I could easily see why Barry has worked with Kellogg’s, American Express, Campbell’s Soup and many other well known brands. His reach is strong and he is not believing all the hype about the economy.

Best, Edwin Dearborn

This is a great resource to find leads when you are selling to businesses. This site is http://www.manta.com and provides not only data on how to find qualified sales leads, but also allows you to manage your sales funnel. And best of all, it’s free!

I strongly urge you to check it out and see if this could be a resource for you to develop new sales leads for reaching more businesses.

Best, Edwin Dearborn

Best, Edwin Dearborn

While tactics change with technology and what is an acceptable way to communicate, the basic strategy is the same: Do what you have to do to survive financially.

Too often, I see business owners and entrepreneurs looking for the next gimmick or fad. This is the “get rich” quick mentality that recently buried Wall Street and the real estate market. Real guerrillas know that you have to constantly innovate to stay ahead.

Here are some the key principles as the foundation of guerrilla marketing:

• Guerrilla Marketing is specifically geared for the small business and entrepreneur.
• It should be based on understanding the human mind instead of guesswork.
• Instead of money, the primary investments of marketing should be time, energy, and imagination.
• The primary statistic to measure your business is the amount of profits, not sales.
• The marketer should also concentrate on how many new relationships are made each month.
• Create a standard of excellence with an acute focus instead of trying to diversify by offering too many diverse products and services.
• Instead of concentrating on getting new customers, aim for more referrals with existing customers, and larger transactions.
• Forget about the competition and concentrate more on cooperating with other businesses.
• Guerrilla Marketers should always use a combination of marketing methods for a campaign.
• Use current technology as a tool to empower your business.

Best, Edwin Dearborn