Generating leads is a full time job—but it’s one that can benefit your entire company and give you plenty of opportunities to grow. And while lead generation can be tricky and challenging, it doesn’t have to be. There are plenty of proven and tested generate leads and produce results consistently.
If you keep your pipeline full, you won’t have to fall back on bad sales tactics to close deals. You will be confident enough to set your price and stand by it because the opportunities are coming to you. When you sell with integrity, buyers will respect you more and you will drive more business. It will also generate more referrals and positive word-of-mouth—both of which are valuable assets.
Many salespeople agree that prospecting is the most difficult part of the sales process. But here we will talk about effective ways to get over that hurdle and start generating your stream of leads and connections.
You wouldn’t dread prospecting so much if you were doing it constantly. Whether it is the first or the last day of the month, you should always be prospecting. Do your research online, look for referrals, call new prospects—try different strategies until prospecting becomes second nature. Consistency is critical.
Even when the leads are coming to you, always be prospecting. With this type of mindset, you can easily stay focused on growing your business and your network.
Your current customers are the best source of leads. Word-of-mouth marketing has a very high conversion rate because there’s a whole lot of trust involved. Your customers already believe in your value: if they didn’t, they would take their money elsewhere. Don’t be shy to ask for a referral.
Analyze your daily, weekly, monthly, and annual performance and see if you are meeting your goals. Taking a closer look at data will help you identify what works well and what doesn’t. You can then ask yourself why certain strategies aren’t working and what you should do to fix it.
At the same time, you want to hone in on what’s working well for you. If you have good leads, pass them onto your best closers to increase your chances of closing the deal. Pay attention to which “triggers” most often lead to deals and then put more focus into it.
Marketing isn’t just about selling things anymore. It’s about selling an identity, selling a story, and selling your brand. Your prospects need to know who you are so that they know exactly what they are buying and who they are buying from. With a clear and identifiable brand, you can make it much easier to generate leads for your sales staff.
Having a brand makes it easier to gain the trust of potential customers, whereas having no branding at all will make them think twice about buying from you.
Make sure you know your brand, know how to sell it, and know what your customers love about it. Once you have a clear understanding of your brand, be sure to incorporate it into everything that you do: from website design to content, always use brand building strategies.
With the use of content marketing, you can establish your authority in your respective industry. You can post informative articles, blog posts, and videos that are relevant to your target audience’s interests. This is your opportunity to show off your knowledge and expertise.
Create a website that reflects your brand, share your content there, and then post the link on your LinkedIn profile to maximize traffic.
When using content marketing, it is important to incorporate SEO or Search Engine Optimization. It is a low cost lead generation strategy that optimizes content using keywords to rank higher in search results.
Another valuable lead generation tool is Google My Business, also known as Google Maps. According to Google, 4 out of 5 consumers use search engines to research local businesses. So if your business does not appear in local searches, then you are missing out. Google My Business lets local people to locate you, and even leave reviews about your business. With reviews, you can further boost your search rankings and get more sales.
You can also use Google My Business to manage what information customers see when they look up your business.