Kenny

"Hi how are you?" inquired the backpack-toting 20-something college student, while sidling up next to me in the student union at Tallahassee Community College. "Are you a student here? I don't usually see many students dressed in suits and ties."

Kenny, as I learned his name to be, then proceeded to recruit me for a "business opportunity" for which he is seeking sharp, talented business people. I told him what I do for a living.

Undaunted, Kenny went on to ask if I'm keeping my options open. Curious at how this approach would develop, I listened to his pitch and agreed to meet with him if he would call me at my office. We traded cards (the caption under his name read, "Private Business Franchising") and I asked him what year of college he was in. He told me that he's been at the college for three years, and is hoping to transfer to Florida State University if he doesn't just finish up here and then retire early.

You can't deny his spunk.

So what are lead generation lessons here? First and foremost, this is proof positive that cold calling is not dead. In fact, few other methods can give us direct access to and immediate feedback from our prospects.

Kenny also exhibited tenacity, a fundamental skill in selling. After I told him that I was gainfully employed, he opened the door for me to continue our discussion by asking "Are you keeping your options open?" Brilliant! Never turn your back on a potential deal. Let your prospects make the final decision about whether or not to move forward.

I have no doubt that Kenny will do just fine in business and in life. He's personable enough, bold enough, and driven enough to succeed. It doesn't hurt that he's still a very young man and has his whole life ahead of him, either.

We can learn a lot from the Kenny's of the world.

Make An Impression That Really Sticks

Val Fox is a Licensed Massage Therapist in Tallahassee, Florida, in the U.S. Like many professional services providers, Val has added vinyl graphics to her vehicle (a very eye-catching bright yellow Scion) that display her business name and phone number.

What's unusual, however, is that she has also plastered the back of her vehicle with business card-sized magnets listing her name and contact information. Of course she knows that people will take them. In fact, I'm sure she also parks in the most visible, accessible parking spaces she can find in order to maximize visibility of and access to her mobile billboard and business card dispenser.

Very clever, Val.