1. Ask for referrals.
Happy customers are often happy to give referrals. Let your
customers do the talking for you by asking for referrals and empowering them to
gather their own leads. Nothing boosts your company’s credibility more than a
happy customer telling their friends and family about you. Referrals are the
best lead generation strategy out there. When closing a sale, be sure to ask
your buyer if they know anyone who might appreciate your product or service.
This takes very little time and may be a way to quickly generate leads.
2. Conduct regular
customer care calls.
Don’t drop your customer after the sale. A happy customer
who has a continued relationship with you and your company is likely to buy again.
It shouldn’t come as a surprise that it’s cheaper to sell to an existing
customer than to acquire a new lead. Follow-up calls are a strategic way to
nurture customer relations and a great time to ask for referrals. Sometimes the
most quality leads you have are actually your current customers.
3. Lead nurturing:
Keep in contact with past referrals.
Not every lead will be ready to convert at that point in
time but that doesn’t mean such leads should be ignored. Lead nurturing is
especially critical in the lead generation process when prospects are
undecided about a purchase. Send them helpful information based on their
interests. Automate the lead nurturing process, and set up reminders and a
schedule of when to check in with them. You want to be top of mind when they
are ready to make a decision.
4. Be a trusted
source of information.
Go the extra mile and become a product expert in your
respective field. Develop into an advisor that customers can trust rather than
just an ordinary salesperson. Customers have a vast amount of knowledge at
their fingertips, they do most of their research before ever talking to a sales
representative. A way to bridge this gap is by speaking at trade shows or
conferences as a way to become a trusted source of information.
Remember, the customer holds the purchasing power. However,
as a sales professional, you can empower customers with information that can
help them make the best decision. (With luck, that decision is you.)
5. Use the internet
to highlight your expertise.
In this digital age, it has become easy and essential to
showcase your expertise. There is no better way to do so than online. Start
building up a web presence to help you reach any potential clients that might
be in need of your extensive knowledge regarding products or industries. One
way to start gaining views is by using targeted content optimization for search
engines to increase your site’s rankings.
Not a search optimization guru? Do not fret. To quickly
generate leads through the internet, it helps to continually add helpful and
relevant content to your site. In doing so, you will assist your potential
customers in their research process. To capture these leads quickly, use form
entries with calls to action (CTAs) throughout your site.
Most customers begin researching their purchase long before
they ever talk with a company representative. David Edelman and Marc Singer
described the customer-led sales experience as a “journey” and emphasize the
importance of being part of that journey. By creating customized, relevant,
interactive, and engaging content for each step of the research process,
products and companies can be a guide to customers before they are ready to
engage with sales staff. “Today, winning brands owe their success not just to
the quality and value of what they sell, but to the superiority of the journeys
they create,” Edelman and Singer have argued. Paying attention to the
customer’s journey creates a significant opportunity for online lead
generation.
6. Network online.
It’s easy to see that social platforms have gained dominance
as they are increasingly the preferred way that many people interact.
It’s no wonder the professional networking site LinkedIn is the main site
that professionals use as a way to stay in contact with people they you meet.
However, crafting the right approach is just as critical as cultivating your
connections. Don’t send generic invites when requesting to connect. Instead,
send a personalized message that reminds them of who you are, and how and where
you met.
7. Be Social.
Once you’ve connected with potential customers, nurture
those connections. Don’t limit yourself to one social site — expand on to
relevant ones whenever possible. Social selling expert Jill Rowley counsels
people to read what your prospective clients read and then tweet or post about
it. Regularly posting valuable content increases your ability to be a trusted
source for customers as they research their purchase.
Given LinkedIn’s tremendous value in converting leads,
publishing articles or sponsoring updates on the site is an important strategy.
Adding advice and expertise can gain you a following and help to put you and
your company in the spotlight as a trusted expert in your field. You might
include a call-to-action button on social media or blog pieces to quickly
generate a pool of interested people and to drive leads.
8. Do some good,
old-fashioned networking.
Tried and true networking is another key to sales lead
generation. It may not be surprising to discover that many people prefer in-person
meetings at conferences because it gives them the opportunity to read body
language and facial expressions. Overall, aim to be where your prospective
clients are. Join organizations that your potential clients will most likely
join, and also make an effort to attend the conferences they attend. This puts
you in the right place to interact with a large pool of prospects.
Remember, networking isn’t all about you. It is easier to
listen carefully to others as they speak about their challenges in business. Chances
are, you will find opportunities to offer solutions, whether it’s your own
product or service, or a product or service from one of your contacts. Helping
associates even when it means not closing a sale is not only friendly, it paves
the way for referrals. As mentioned earlier, strive to be an advisor that is
committed to helping customers find the right solution whenever possible.
9. Be creative.
Successful lead generation is about referrals, in-person,
and online networking, but a little creativity goes a long way in reaching
potential customers. For example, David Morgan and Alex Chavez, Co-Founders of
Security Dealer Marketing, helped a local security company sponsor a public
service day and provided free high-resolution photos of families with Santa.
The event generated 400 leads, 10 sales, local brand exposure, and lots of fun
Christmas pictures.
10. Don’t give up.
Successful companies know sales leads come from a variety of
sources. Strategies for how to generate sales leads include asking for referrals,
conducting customer care calls, and nurturing leads. Being a trusted source of
information on the internet and social media, as well as through online
networking, are also lead generation strategies. In-person networking works,
too.
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