Eight Sales Lead Generation Methods
I've been getting lots of email from you lately.
And one thing that I hear often is that you need more sales leads.
In order to generate sales leads, you need three
- A written profile of your target prospect,
- A list of suspects containing potential prospects,
- A method of reaching your sales prospects.
In this article, I am going to discuss eight proven
methods of reaching your sales prospects.
Complementary Partner Referrals
I put this sales lead generation method first because
this one generates the highest quality sales leads. How you do this depends
on the market you are in. There have been a lot of articles written about networking
through chamber and association meetings, so I won't rehash that here.
If you are selling business to business, you want
to strike up relationships with sales reps from companies who call on the same
businesses as you do. An example is if you sell an information technology consulting
service, then partner with a few computer systems hardware vendors. These reps
call on the same customers as you and you complement each other by sharing leads
and information about customers and prospects.
As much as nearly everyone dislikes this one, it
is very effective for sales lead generation when executed properly. If you consistently
prospect for leads by phone, you will consistently generate sales leads.
You can find more cold
calliwng tips here at this website and I also recommend that you check out
by Stephen Schiffman's "Cold Calling Techniques" and Anthony Parinello's "Selling
Live seminars are a great sales lead generation
technique because you are usually delivering your a pitch to a prospect very
early in their buying process. The key to a successful seminar is offering a
solution to a problem that your target market really wants to solve. You can
give the pitch yourself, or get one of your company executives to do it (sometimes
business "celebrity" can help pull more sales prospects in).
Live seminars can be done inexpensively. The costs
for in-person seminars are comprised of room rental, refreshments, audio-visual
equipment, and promotion. Teleseminars are the least expensive, with the only
costs being conference phone line rental and promotion. Webinars are actually
more expensive due to the hefty fees the online meeting services charge to use
Trade shows are a good way generate sales leads
if you can find events highly targeted to your prospect audience. Often such
events yield low-quality sales leads because they are attended by the recommenders
and influencers and rather than the true decision-makers.
I rate this method lower on the list, yet it is
a valuable one if your company has the budget and there are industry events
well-targeted to your audience.
Sales letters are one of the more underused sales
lead generation methods. There is an entire industry of people dedicated to
selling this way called direct marketing. But most field sales reps and business
professionals don't know how to use this technique well.
Success with this method comes as a result of mailing
a well-written letter to a good quality list of names (quality = targeted at
Two good primers on this are "The Ultimate Sales
Letter" by Dan Kennedy and "Selling to VITO" by Anthony Parinello.
This method can be highly effective when done right.
You must find publications that are able to deliver your target audience. You
must run ads that stimulate people to take action. To generate sales leads,
you must avoid big-company style image ads.
I am no expert on advertising, but I do know that
if you can't do this one right don't do it at all because you can blow through
your marketing budget fast.
This one is very appropriate for small businesses
and some independent professionals. With a well-designed website, you can generate
sales leads through "ads" that the search engines create from your webpages.
If you know what keywords your prospects are likely to search for you with,
then you can generate very targeted and qualified leads.
This method is not for everyone though, as your
prospects must be searching for something related to your products, services
or the problems that you solve.