The “Golden Ten” – how to Generate Leads and Turn Contacts into Clients!
One of the most important things you need to ensure sales success is a solid resource of leads…but that means you will have to get out there and generate those leads! The good news is that lead generation doesn’t have to be intimidating and if you use the right techniques, it can actually be both productive and fun! Because this is such a common sales question, we’ve put together the “Golden Ten” tips for generating leads.
So, without further adieu, “The Golden Ten”:
1) Use your networking resources! Exchange URL links with companies or business that share your target audience but do not represent a direct competitor. When any member of that target audience visits your “partner’s” web page, he or she will have direct access to YOU! Increasing web traffic is a MUST in lead generation; more people use the Web as a shopping forum than another other available source. For example www.southwestern.com andwww.southwesternconsulting.com shares web traffic to help increase web traffic from the Southwestern Company to Southwestern Consulting.
2) Give your patrons a chance to hear from you. Put your ‘opt in’ on every page of your web site. As a patron browses your site, he or she may not be immediately inclined to provide you with contact information – but providing them with more opportunities may prove enticing. The more opportunities you take to generate leads – the better. This option is convenient and is not overly pushy. For example check out the Southwestern Company seminar website at http://www.ssnseminars.com/.
3) Use a newsletter as a way to advertise your business. No matter what’s going on with your company, customers will respond to a newsletter option. Giving potential patrons an option to sign up for a monthly business update or newsletter is a great way to spark interest even over a long period of time. Statistically, customers who don’t purchase immediately will make a purchase within the subsequent 12 months! A newsletter will allow you to stay in view during this window.
4) Using a website to advertise your service is one of the best ways to stay out in front of the sales wave, especially since so much of business is virtual these days. Using an auto responder to automate your website is great way to keep your web page current without taking up scads of time. Auto responders can be set up to send out a periodic update or email reminding your customers of sales, new products, etc. Check out the Southwestern Company website atwww.southwestern.com.
5) Be personable! Send thank you notes to let your clients know that you truly appreciate their business. After any successful transaction, issue a thank you – either in the form of a greeting card or an e-postcard. This thank you note will help you stand out and is very well received in client circles. People appreciate acknowledgment. You can use this technique in all areas of business – not just sales.
6) Potential customers like to hear what other customers are saying. Ask your clients for testimonials that can be published on your web page or your sales copy, pamphlets, etc. This is a great way to show your customers that other “real” people are truly happy with your services. Video testimonials work great check out the Southwestern Company student testimonial videohttp://www.southwesternsummer.com/southwestern-company-students-home.aspx.
7) Use your social networking circles. Social networking is the wave of the sales future! If you haven’t yet explored the option of using social networking as part of your sales strategy, today is the day to do so! Spend some time looking into this powerful tool and don’t let the wave of the future pass you buy! Check out the Southwestern Company Facebook site at http://www.facebook.com/?sk=messages&tid=1374284354847#!/Southwestern?ref=ts.
8) Publish press releases for new products or services. Believe it or not, people respond to the press in a way that most other advertising falls short. Use the power of the press release to get your services and your name out anytime a new opportunity comes up. You’ll be surprised at the response you get.
9) Followup, Followup, Followup! Did you know that most people have to see or hear a message 7 times before it is installed in the “memory bank”? That means that a followup system that get’s your message in front of potential customers at least 7 times is ideal. Using varying options for this followup should be easy: an email, a postcard, a letter, a phone call, a newsletter…get creative and have fun with it!
10) Market yourself with events! Promote events, teleclasses, seminars, and other industry related paraphernalia. Speak publicly as often as possible and use YOU as a resource. Marketing yourself will be just as important as marketing your business. Plus, getting out there and showing what you’ve got and what you can do will draw customers like moths to a flame!