Generating sales leads can be a challenge but generating QUALITY sales leads can be even more difficult. What if you don’t have the money to invest in advertising campaigns, SEO or big marketing programs? What if your customers don’t fit the social media demographic and don’t know their Facebook from their Instagram? What if your scatter gun approach hasn’t been working?
You re-strategise with a targeted approach to generating sales leads.
Here are five different sales lead generation ideas that are cost-effective, a smart use of your time and resources, and laser-focused.
1. One to many
Speaking at events your target market attend is a smart way to place yourself and your business front of mind of your ideal customer. It gives you credibility and added exposure. Ask the organisers of membership groups, networking functions, the local Chamber of Commerce, meet-up groups and community functions if they are looking for speakers for their event calendar.
2. Strength in numbers
Collaborate with someone who has the same target market as you. Do a joint sales campaign or event with them. Look at businesses around you that are complementary to your offering. For example, if you sell fitness equipment, perhaps look at running an event in partnership with a personal trainer, dietician or maybe with a product like the Nutribullet. They can provide your audience with health and wellbeing tips that tie into your products.
3. Give them something fabulous
Have a look at ways to grow the customer’s interest in our product. What pains can you remove or gains can you give them easily, in and around your product or service? Can you add a demonstration, provide a sample or provide a business tool that involves them in what you do? Some food businesses do this really well. They provide a taste, a gift and a low entry point product trial. It’s a way to get the customers' interest, but it's also a fantastic way to build trust and future sales.
4. Affiliate yourself
An affiliate marketing strategy is a fantastic way to leverage sales growth and leads through other channels. You can approach other people or companies to promote your product or service and pay them a commission for that promotion. Something as simple as a hairstylist promoting a special price for their customers at the nail salon next door can not only generate sales leads but also raise brand awareness.
5. Get Referrals
A solid referral strategy will get you the best sort of leads – those customers who already trust and are often ready, willing and able to buy. Make the strategy part of the communication throughout your client engagement process, not just at the end. Let the customers know that referrals are important to your business through telling a story, adding it to your paperwork or just saying it how it is.
Check out some of these stats:
- 65% of all new business comes from referrals and referral leads close at 60-70%: Tom Hopkins
- 71% of prospects are most likely to buy from referrals: Hubspot
- Referrals close more than twice as often as marketing-generated leads and cost nothing: Sales Benchmark Index
If you need to, provide your product or service for free to ‘social influencers’, those people that have already gained the trust of their tribe or community.
These are tried and true sales lead generation strategies that work. These strategies are a smart use of resources and will give you ample opportunity to exercise your sales skills!