How to get sales leads for free ?
Sales leads are individuals or businesses that are prospective buyers. A sales lead is identified via marketing and advertising, referrals, social media, networking and outreach, product trials, or consultations.
Many sales professionals don’t have the marketing support to rely on a steady flow of inbound leads, but still have to hit their quotas. Luckily, the inbound sales methodology provides many ways to fill that need. Here are a few ways you can start generating inbound leads on your own.
Inbound sales is a way to identify and connect with prospects by leveraging the inbound mindset of building relationships way before someone is ready to buy.
Most successful salespeople already practice some version of solution selling. They know sales is about consulting around the prospect’s problems, not closing the deal. It’s about letting the prospect define the pace of the process and offering education and advice as a way to build confidence and trust. This makes it easy and safe for a client to buy. Here are a few ways you can make it scalable and efficient on your own.
How to Generate Leads
Use social media to find prospects you can help.
Post a blog article on LinkedIn with an offer for a 15-minute consultation.
Get referrals from current customers.
Work with your personal network.
Attend a networking event
Revisit closed/lost opportunities.
Implement an email sequence.
Write for a blog.
1. Use social media to find prospects you can help.
Most salespeople are on LinkedIn, but may not be using it effectively for generating top-of-the-funnel activity. It is a salesperson’s dream to be able to connect in a high-value, low-effort way to find interested prospects, and social media is a great way to do so.
A few quick recommendations to make sure your LinkedIn Profile looks professional:
Post a professional, relatively current picture that reflects your professional demeanor.
Try to connect with as many people as you can. The more connections you have, the wider your reach will be. You don’t have to be best friends with the people you connect to. Tangential connections can be amongst the best for potential prospects.
Post in the “Share an Update” section you’re currently looking to identify and help a specific type of prospect with a specific type of problem by a specific date. For example, “We are looking to work with three new commercial landscaping companies by September 1, 2018, that are interested in building their business in the greater Phoenix, Arizona area”.
Get three recommendations from current clients demonstrating high-quality work that can vouch for your value, professionalism, and effectiveness.
Extra credit if you can broaden your professional brand to Facebook for Business, Twitter and Snapchat, although this does increase the amount of work involved.
2. Post a blog article on LinkedIn with an offer for a 15-minute consultation.
I speak on behalf bloggers 50 times a year, and often when I mention “blogging” to my audience, people’s eyes glaze over. They think of blogging as a structured and difficult way of writing a college essay — and writing is up there with public speaking on the list of things that people hate and fear.
But blogging is really just a conversation, and a blog topic can be as simple as answering the standard questions about your product that you do every day, such as “The Beginner’s Guide to [Common Business Challenge]” and “X Things You Need to Know About [Business Area].”
3. Get referrals from current customers.
In the course of my work helping digital agencies fill their sales funnel, I frequently ask my clients the last time they pinged their current clients, thanked them for their business, and asked for help in generating more business.
How to get free leads for my business ?
Everyone agrees that referrals are effective, but for some reason, it’s hard to implement it effectively. You can follow the seven steps below to get started:
Check with your account manager to make sure the customer is happy (and if they’re not, set up a call anyway to see how you can make things better).
Ping the client with a phone and an email and ask for a 10-minute conversation.
Thank the client for her business, explain that you value your relationship and you’re always interested in making it more valuable to your client.
Ask if there are any other contacts or companies she can think of that would be interested in the same level of service.
Get the name, phone number, and email of the contact, and why your client thinks it is a good fit.
Ask if they can tee you up with a quick introduction email.
Extra credit: If you can, send them a handwritten note or small item like a T-shirt thanking them for the referral. Little touches go a long way.
4. Work with your personal network.
Working your personal network is another sometimes-overlooked option that is fairly easy to get started with because you have built-in trust. There are certain people you’ll meet in a personal context that you wouldn’t think of as a lead generation machine but can be incredibly valuable.
In today’s busy world, you have yoga friends, work friends, neighbors, and more — but they exist in these separate buckets that don’t necessarily intersect. The key is remarkably simple — if you’re at the point in your relationship where you can talk business, let potentially useful acquaintances know. Identify the type of company you’re looking for (size, employee number, revenue amount, location, etc.) and send an email they can forward to make the connection.
Of course, mixing the personal and professional like this needs to be effective and respectful — but it is a great way of broadening your reach.
5. Attend a networking event.
Whoa — face-to-face interaction in 2018? This is the fun part for me (but can be really hard for others.)
Attending these events should be part of your routine because they’re a great way to grow your reach and potentially drum up business.
Below are four basics I remind people of before they dive into networking:
It’s about mingling and being human and having fun. Don’t take things too seriously!
Explaining your “always be helping” philosophy face-to-face is usually a pretty big differentiator.
Bring business cards to hand to your new acquaintances.
Offer to connect on LinkedIn from your phone while you’re standing next to someone. I usually respectfully ask — would you like to connect on LinkedIn? If they say yes, I just hand them my phone and say, “Can you find yourself and connect?”, which makes things a lot easier.
6. Revisit closed/lost opportunities.
These are businesses that already know what your company does. They might have seen a product demo or made it through a discovery call and it just wasn’t the right time to buy.
Touch base with these prospects every six months. Ask how their priorities have changed, if their business and team goals have shifted, and what their challenges are.
Invest in marketing to these prospects, because they’re already more qualified than new, warm leads. Enroll them in appropriate marketing email drips, send them relevant blog posts, and keep communication personalized.
It might not be the right moment the first or third time you follow up, but it could work in your favor the fifth.
And you never know when a prospect will change jobs and finally have the budget or business case to implement your solution. By staying top of mind, you’ll be the first vendor they call.
7. Implement an email sequence.
At SaaStr Annual 2018, Sam Blond, CRO of Rainforest QA recommended, “Define your strategy for outreach. Then get creative with the email copy — be clever.”
Blond explained that one of Rainforest’s most successful email sequences is addressed from their CTO. Rainforest’s SDRs send the email to the CTO of a prospect’s company, framing the message as if their CTO asked them to reach out.
“It’s creative, it grabs attention, and it allows us to cast a wide net over each prospect’s company,” Blond said.
To send a successful email sequence, have a clear purpose for each one. For example:
1: Address pain points
2: Explain a value message
3: Name drop a big client
4: Qualify your message
5: Include a product message
6: Reach out one last time
Implement a comprehensive, purposeful email sequence and see it work for you.
8. Write for a blog.
Are you writing blogs yet? You should be. Start by writing about what you’re an expert in.
It could be sales process optimization, referral marketing, or your product/service — but whatever you do, start writing, and share it on your company’s blog, your personal social media channels, and your customers.
In 2018, it’s important for you to be a visible expert in your field. Not only will it display your expertise, but you’ll educate your prospects as well. Need some help on your first post? Reach out to your resident marketer or blog editor for a quick lesson. They might even offer to help you write a post or two.
Don’t like your leads? Get out and generate new ones. Try these tactics and close more business this quarter. Looking for more ways to generate leads? Check out these social selling techniques next.
How to generate leads ?
A well-aligned strategy between marketing and sales, the “business machine” only works when there’s a constant stream of sales qualified leads to be converted into customers.
Just generating leads isn’t enough. It’s important that these new contacts have a certain “affinity” with the provided service/product. In a scenario where new leads aren’t qualified, a company has to invest way more time and resources to make prospects close the deal.
It gets worse: the company spends even more resources trying to convert leads who never had the intention to buy anything. And as you already know, that’s what increases the customer acquisition costs (CAC). You might be wondering: “What are the best ways to generate sales qualified leads for my business?”. Don’t worry: this content will help you!
Un-qualified lead vs qualified lead generation
Before we continue, we need to settle the difference between a common contact and a qualified lead.
While interacting with your website and published content, a lead can fill different forms and landing pages. In this process, they’ll provide valuable information that helps a company to find out if that’s a good business opportunity. Usually, this analysis is made by both marketing and sales teams:
Marketing evaluates the lead’s browsing information, such as visited pages, content downloaded and read, opened emails and Lead Scoring. If the prospect fits the team’s criteria, it means they’re marketing qualified (MQL) and must be handed off to sales;
Sales receive leads and analyze their business information in order to define if they have fit with the provided service or product. If the lead gets accepted (SAL), the sales team will consider it an opportunity and make the approach. Being a sales qualified lead (SQL), the team’s objective is to close the deal.
MQL, SAL and SQL mean Marketing Qualified Lead, Sales Accepted Lead and Sales Qualified Lead, respectively.
In the lead generation process, a company can face three negative scenarios:
Inbound and outbound strategies aren’t capable of generating enough leads to the sales team;
Acquisition channels are bringing enough leads, but most of them aren’t qualified and have no fit with the product/service;
The acquisition strategies are generating sales qualified leads and business opportunities, but not constantly – just through individual actions.
As you could see, in all three scenarios there’s a common issue: problems to generate sales qualified leads. In other words, the company must find a way to attract and segment contacts that are prone to buy the solution.
Want an example? Imagine two different groups of leads, where one is qualified and the other isn’t. They both fill up the same landing page, at the same moment. Coincidences aside, their customer journeys will run differently:
The qualified leads’ journey
The group of qualified leads all work in companies that can get benefits from the product or service that’s being offered. To receive an ebook that talks about a subject related to the product/service, they fill their company information in a landing page and open lead nurturing emails. They become interested in the solution, browse through the blog’s pages, read some pieces of content, until they visit the pricing page.
According to their behavior, the marketing team already considers them qualified (MQL). Since they’ve provided information about their companies, the sales team can evaluate if they can take advantage of the solution, and establishes if it’s a valid opportunity (SQL). With that, the sales cycle flows faster, because there’s interest and fit.
The un-qualified leads’ journey
On the other hand, the companies from the group of un-qualified leads’ doesn’t have fit with the product/service. These leads just fill out the form in order to read the ebook and learn something new. Therefore, they don’t open or click email messages, visit just a couple of blog content, and that’s it.
As you could see, the website behavior from these un-qualified leads’ doesn’t qualify them as good leads, because they just filled a landing page and visited the blog a couple of times. The company can keep investing on lead nurturing, but the leads’ companies can’t take benefit from the solution. If by any means these leads get handed off to sales, the team will lose a huge amount of time trying to sell a solution that wasn’t made for them. In other words: many resources are spent in a contact without potential of future.
With only these two examples, it’s clear that generating sales qualified leads is way more profitable to the company than bringing in a lot of leads without value. Speaking of lead generation, the maxim that says “quality over quantity” prevails. But of course that a high quantity of qualified leads is a perfect match for a company’s revenue growth.
That’s why it’s so important for the company to attract hotter leads, that flow faster throughout the sales funnel. How that’s possible? By investing in effective, targeted acquisition channels.
Acquisition channels for qualified leads
To bring in better business opportunities, the acquisition methods must be improved. That’s why I’ll show you the main differences between active and passive lead generation before going through the best methods to generate sales qualified leads:
Active prospecting channels
In this lead generation method, the iniciative comes from the company, which acquires information from leads through social media prospecting, corporate events, company websites and even field visits.
With these information on hands, the opportunities come from cold mails and cold calls, in order to generate interest and offer a solution that provides real benefits to the company. Of course it isn’t about sending bulk mailing and calling insistently, but planning a targeted strategy to focus on qualified prospects.
Strong point: the return on investment (ROI) shows up pretty quickly because the sales team is capable of contacting a great number of potencial customers in less time.
Weak point: it’s hard to scale this strategy, since the company has to invest in more professionals to expand the team and reach higher results.
Passive prospecting channels
Different from active lead generation, the initiative comes from the lead itself. By using targeted ads, social media posts and SEO-friendly content, the prospect finds out about the solution and gets interested in knowing more about it.
With that, they fill their information to get updates, download valuable content, and after some lead nurturing, decide to purchase or hire the solution.
Strong point: it’s a less invasive prospecting method because the interest comes from the lead, that found out about the solution, and has scalable mid-term and long-term results.
Weak point: the initial investment to establish a passive prospecting strategy is higher, making the ROI show up a bit later than active prospecting.
7 best ways to generate sales qualified leads
Now you know why it’s so important to have a constant flow of sales qualified leads for your company. To help you generate even more business opportunities, I’ve brought a list of the 7 best techniques to increase your stream of sales qualified prospects:
1. Bet on long-tail keywords
When creating targeted ads on search engines, content for your website or a landing page with rich content, invest some time in long-tail keywords research. It’s a group of keywords very specific to a business and that has more valuable “search intent”. The catch is that long-tail keywords typically have less traffic, but people that search for them are more qualified.
For instance: instead of creating a new content explaining the “solution”, try using variations such as “what is solution”, “how to use solution” or “solution benefits”. Using synonyms in these variations are also a good practice to rank higher on search engines. Our tip is to use Keyword Planner for keyword research and Google Trends to identify new keyword opportunities.
Why does it generate sales qualified leads: in ads, the Cost per click (CPC) or Cost per lead (CPL) is usually lower, but the “search intent” is way higher than the generic keyword – in our example, “solution”. In organic rankings, the competition and traffic for long-tail keywords is lower, but there are more chances that users will get interested, click and convert on content made specifically for that keyword.
2. Targeted campaigns in social media
Social medias are great channels to create a relationship with potential customers. In businesses where the sales process is complex, it’s ideal to invest on acquisition and engagement actions. You can do this through traffic campaigns to relatable content, or engagement campaigns to generate a discussion around your product or service.
Why does it generate sales qualified leads: when you build up an audience that have already interacted with your content, you’ll be able to group valuable followers to create highly targeted offers through remarketing. In social media, you always have to provide value – so don’t think of asking for something without giving something back. With that in mind, think of targeted campaigns for each buyer journey stage in order to create an everlasting relationship with your audience.
3. Bottom-of-the-funnel content landing pages
Creating landing pages is an excellent method to attract leads to your base. But offering ebooks and infographics aren’t the only way to use them effectively. To attract sales qualified leads, our tip is to offer bottom-of-the-funnel content in order to encourage the conversion of leads that are already considering a solution such as your product/service. For example: success cases, specialized consulting, product demos, advanced webinars and software trials.
To increase the effectivity of your landing pages strategy, it’s important to use progressive profiling forms – a feature that shows up new information fields to leads that already have filled a form in your website. In other words, they’ll never provide the same information twice, and every new content downloaded will enrich their profiles and help with qualification.
Why does it generate sales qualified leads: bottom-of-the-funnel content grabs the attention of both leads, that are already searching for a solution to their pain, and companies, that probably have fit with what you’re offering. The best part of progressive profiling landing pages is that you’ll acquire more valuable information from leads to gradually qualify them. That helps marketing and sales teams to find out which contacts are more ready for the approach moment.
4. Create feature-based and technical content
Having a content base focused on your solution is always an alternative to grab leads that have the technical knowledge to properly get the benefits from your product/service. I’m not talking about “what is it” content, but the ones focused on your features, implementation and technical stuff.
If you’re a SaaS, try creating content to spread the word about your latest features and updates. In case you’re offering a disruptive solution, talk about the benefits and direct positive implications of implementing it. Paid ad campaigns are great to publicize this kind of content, thus generating valuable opportunities.
Why does it generate sales qualified leads: by having direct contact with technical and practical knowledge about the solution, the chances are qualified leads will perceive value on what you’re offering and make contact to know more about it. That’s because it allows them to have a taste of how it’ll help their business. You can also mix up this strategy with targeted social media campaigns to reach a higher audience of potential buyers.
5. Active prospecting in professional networks
Professional networks are a great source of sales qualified companies, once it’s possible to have access to important information about its industry, market and number of employees. Some examples of these websites are LinkedIn, AngelList and F6S, where professionals, startup founders and decision-makers can connect and find partners.
Our tips is to use these professional networks to make segmented searches, according to contact’s industry, location and even number of employees. It’ll help you prospect qualified leads that have fit with your business. Besides that, it’s possible to contact influencers, decision-makers and even CEOs that have higher chances of perceiving the value of your solution.
Why does it generate sales qualified leads: segmented contact research in business networks makes it easy to contact people responsible for purchasing and implementing a solution. To prospect even more leads, you can use tools such as Skrapp and Hunter.
6. Co-marketing campaigns and partnerships
Having partnerships with companies from the same market as you is common in the business world, usually between tech companies and SaaS. It’s a strategy where two or more companies co-produce a specific material, content or event targeted to an audience that can take benefit from solutions that are being offered.
For instance, two companies from the B2B technology market can create a partnership to produce a complete webinar talking about the best practices to optimize content marketing workflows. Each company spread the word in their social media, reaching different audiences, prospects and valid opportunities to the other company.
Why does it generate sales qualified leads: with co-branding marketing campaigns, it’s like both companies “share” their own contact lists to the other, because usually the campaign is sent through newsletters and targeted emails. When new leads sign up from the partner’s contact lists, chances are these prospects have already been qualified by the other company. In other words: the sales team gets better opportunities from educated leads.
7. Sponsor or attend to events, fairs and conferences
Another example of active prospecting to reach sales-ready leads. Attending or sponsoring corporate/business events and conferences is great for a company’s market presence and positioning. More than that, networking can be a great opportunity to grab contacts that might have a pain your solution can solve.
That’s because corporate event attendees are more prone to discover new methods, techniques and products that’ll improve their processes and increase their numbers. Knowing that, discover if there are good events around you. If not, create your own meetup or event! Start small, with just a few dozens of attendees: it’s great to build up your brand and acquire valuable leads (and partners)!
Why does it generate sales qualified leads: corporate events are famous for grabbing the attention of influencers and decision-makers. Some sponsorship tiers allow you to send messages and exhibit your solution to a qualified base of attendees. With that, they can be encouraged to visit your website and find out more about what your company offers.
Attention to the Customer Acquisition Cost!
How to generate leads in sales ?
In this content, I’ve brought you great active and passive prospecting techniques to generate new quality leads. But you need to pay attention to the customer acquisition costs (CAC), that should follow the sales process used in your business.
For instance: for companies where the ticket is lower, such as self-service SaaS, investing everything in active prospecting might not be the best idea since the investment will be high if compared with the revenue that’ll be generated. Besides that, since the sale doesn’t requires a sales professional, passive prospecting is more indicated to make qualified prospects sales-ready through targeted nurturing.
The same logic applies for enterprise sales, where the ticket is higher but the sales process is complex. In this case, your company needs active lead generation strategies in order to achieve a good ROI faster when closing the deal. For transactional sales, where the ticket is higher but the sales process is not that complex, a good practice is to mix passive and active prospecting strategies. That way, cold leads will be educated and qualified, while you find sales qualified leads ready to sign the contract.
Ready to invest in qualified lead generation?
Did you notice how much qualified lead prospecting is crucial to keep the “sales machine” working? The 7 techniques I’ve shown you can be used together, in order to respect your own planning and conversion goals. Besides that, they can be easily applied to different kinds of businesses.
So that these techniques work properly and help you achieve better qualified leads, it’s important to have a well-aligned sales & marketing management and a Service Level Agreement (SLA). That way, teams will be able to develop projections and have a better control of lead generation results, in order to achieve MQLs and SQLs goals easier.
Do you already use one the strategies above to generate sales qualified leads? If yes, which results you’ve achieved with it? Share your experience and strategies with us in the comments below!
Generate leads meaning ?
A lead is a person who has indicated interest in your company’s product or service in some way, shape, or form.
As a lead, you’d hear from a business or organization with which you’ve already opened communication … instead of getting a random cold call from someone who purchased your contact information.
For example, maybe you took an online survey to learn more about how to take care of your car. If you got an email from the auto company that hosted the survey on their website about how they could help you take care of your car, it’d be far less intrusive and irrelevant than if they’d just called you out of the blue with no knowledge of whether you even care about car maintenance, right?
And from a business perspective, the information the auto company collected about you from your survey responses helps them personalize that opening communication to address your existing problems.
What Is Lead Generation?
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service. Some examples of lead generators are job applications, blog posts, coupons, live events, and online content.
Whenever someone outside the marketing world asks me what I do, I can’t simply say, “I create content for lead generation.” It’d be totally lost on them, and I’d get some really confused looks.
So instead, I say, “I work on finding unique ways to attract people to my business. I want to provide them with enough goodies to get them naturally interested in my company so they eventually warm up to the brand enough to want to hear from us!”
That usually resonates better, and that’s exactly what lead generation is: It’s a way of warming up potential customers to your business and getting them on the path to eventually buying.
How to generate leads for it companies ?
Sales lead generation techniques ?
Our research found that social media platforms — Facebook, Twitter, LinkedIn and Pinterest — aren’t very effective at generating quality sales leads,” he says. “Meanwhile, some of the more effective methods, like executive events, webinars, search marketing and telemarketing, are underutilized.”
While trade shows and webinars work well for certain organizations, many businesses swear by LinkedIn and Facebook (despite InsideSales.com’s findings). Clearly, when it comes to lead generation, one method does not fit all.
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So how do you determine which methods or media are the best for finding new customers? By testing several different lead generation strategies — and measuring the results.
marketing, sales, lead generation
To make this task a bit easier, we asked dozens of sales and marketing experts to find out which lead generation methods yielded the best results for themselves or their clients. Following are their top nine suggestions on where and how to find new customers.
1. Customer referrals. Dogs may be man’s best friend. And diamonds may be a girl’s best friend. But customer referrals are an organization’s best friend.
“There is nothing better than getting a sales lead from a happy customer,” says JR Rodrigues, CEO, NetCablesPlus, which sells a wide variety of networking cables and accessories. An existing “customer knows what you are offering and probably has a good idea of what the referred prospect needs,” he says.
“This means that the lead is probably well-qualified. Beyond this, you will have tremendous credibility with the prospect since you come well-recommended from someone that they know and trust,” Rodrigues says
2. SEO, SEM and PPC. “The best way (in terms of lowest cost per acquisition) for an IT company or a service-based B2B company to generate leads is through pay per click (PPC) and search engine optimization (SEO),” says Gabriel Shaoolian, the CEO and founder of digital agency Blue Fountain Media.
“PPC and SEO are the most effective way to generate leads because when companies need IT services, they go to Google and search for IT companies. (Something like 90 percent of consumers — business or otherwise — go to Google search first.),” Shaoolian says.
To increase the effectiveness of your search engine marketing (SEM) and PPC campaigns, use “long-tail keyword phrases, which are highly targeted search terms typically consisting of three words or more,” advises Brett Prince, president, Marketaire, a provider of social media and Internet marketing news.
“Long-tail keyword phrases drive targeted traffic due to their specificity, and they’re less competitive than related, shorter search terms, which tend to be higher in volume and more competitive,” Prince says.
Technologies like artificial intelligence, augmented reality, and the Industrial Internet of Things are pushing industry into the future, and the network is key.
In terms of SEO, “consider something educational, something your audience could benefit from,” says Prince. “Once you’ve identified your target keywords, create content around it. You may be amazed at how fast you will rank and start generating traffic and leads for this term.”
3. Cross-promotions and co-marketing. Consider forming “alliances with complementary, noncompetitive vendors to exchange leads, promote each others’ products and services, or any number of other mutually beneficial activities,” suggests Rodrigues.
“The leads generated from such activities can be quite good — sometimes almost the same quality as customer referrals,” he says. “The downside is that managing such alliances can be time-consuming and the lead flow can be unpredictable.”
4. Providing useful content. “According to Google, tech buyers consume an average of 14 pieces of online content before making a buying decision (as opposed to just eight to 10 for the typical buyer),” says Kathleen Booth, owner and CEO, Quintain Marketing, which provides small to midsized businesses with end-to-end marketing solutions. “Companies that produce educational or informative content can establish thought leadership and generate leads earlier in the buying process, setting the stage to ultimately win the business,” she notes. “It may sound counterintuitive,” she continues, “but the key is to avoid selling. By offering prospects helpful information in the form of blogs, whitepapers, ebooks, webinars, case studies or demos, you can win their trust and their business.”
5. Speaking at trade shows, conferences and industry events. “The best lead generator is to give an event presentation and follow it with customized letters, calls or emails to individuals that you met [there],” argues Susan Carol, CEO, Susan Carol Associates Public Relations.
Speaking at an event immediately gives you name — and face — recognition, literally separating (and hopefully elevating) you from the hundreds of other vendors or service providers trying to get noticed. And by following up with people you meet at shows in a timely fashion, you stay top of mind.
6. Using LinkedIn. “Our customer research showed that traffic from LinkedIn generated the highest visitor to lead conversion rate (2.74 percent), almost three times higher than Twitter (.69 percent) and Facebook (.77 percent),” says Mike Volpe, CMO of HubSpot, a provider of inbound marketing software. So what makes LinkedIn a good source of leads for IT companies and professional services organizations?
“First and foremost, LinkedIn has a high percentage of professionals, so the likelihood, especially for B2B marketers, that you’re dealing with people in your target audience is higher than some other channels,” he says. “Moreover, LinkedIn Groups are organized around the concerns and challenges faced by many buyers and/or their geographic location and profession, so LinkedIn makes it easy to view and contextualize what your potential buyers are talking about and tailor content on your LinkedIn Company pages accordingly.”
Just be careful not to lead with a hard sell. “Instead, focus on creating relevant content that is highly shareable and relevant to potential buyers,” says Volpe. “Infographics, quick tips and examples of success from executives in their industry are all great examples of how to interact on LinkedIn Groups to drive leads and inspire engagement.”
7. Using Twitter. Use Twitter “to promote sales, products or services… and utilize hashtags so that potential clients can find your sale or topic,” suggests Kimberly Judd-Pennie, the founder and CEO of CyberMark International, an integrated marketing firm.
You can also use Twitter to find potential customers by tracking “buying signals,” notes You Mon Tsang, vice president of Products and acting CMO at Vocus, which provides cloud-based marketing and public relations software and services. For example, if you sell skis, search for individuals looking for ski recommendations by typing in relevant search terms (e.g., “skis recommendation”) or looking for the hashtag “#skis” or “#skiing.” Or create your own hashtag.
8. Providing contact information on every website page. “With search engines being such an important driver of inbound website traffic, you can’t always predict where people are going to enter your website,” notes Jonathan Bentz, marketing manager, Netrepid, a provider of professional services. “Having your contact info on every page of your website increases the likelihood that people will contact you.”
9. Live chat. “We added a live chat box to our website and generated a request for quote the very first night!” says Bentz. “I can’t stress how important that was for a proof of concept, especially since most IT pros are looking for fast answers without possibly getting stuck on the phone with a pushy sales person.”
How to generate leads for network marketing ?
Q: What’s the best way to get business leads? I have no problem retailing my natural health care products, but I need help on recruiting serious people into my business. What are the top 10 lead generation sources that could help me find these people, and what do I do when I find them?
A: This is a challenge for most MLM distributors. When it come to products, it sounds like you’ve made a wise choice in your company selection. This will provide a good foundation for sponsoring satisfied customers and is the “back door” approach to a building downline. A satisfied customer will tell others, and the retailing and sponsoring cycle starts again.
Are you more comfortable turning customers into distributors or distributors into customers? Before you sink effort and your precious money into lead development systems, make sure you have a comfortable recruiting strategy that matches your style and promotional campaign. Know your products and compensation plan, understand how to access the company support systems, and enlist the back-up support of your sponsor. Then you’ll be prepared for sponsoring success. Creating leads without the skills to turn them into members of your organization is a formula for disappointment.
Now lets take a look at 10 of the top lead development systems and how you access them cost effectively:
1. Personal acquaintances. These include your friends, relatives, co-workers and others close to you. Known as your “warm market,” this is usually your first sponsoring strategy. Your company probably offers a “Who do you know?” form for listing your personal contacts. Most people know several hundred people. Create this list for recruits.
2. Referrals from customers and acquaintances. Each person on your warm list has his or her own warm list of people you don’t know. Their reference will be an “implied endorsement” of you and your program.
3. Business cards, buttons and brochures. Most companies offer sales aids that help the cold sponsoring process. If you owned a store, you would put out your “open for business” sign at the start of each day. Wear an “open for business” button promoting your product. Something catchy will inevitably create interest. If people are bold enough to quiz you about the button, they’re probably outgoing and a great prospect. Pass out literature with your phone and e-mail, and use your business cards. Do this consistently. The law of averages says something has got to happen.
4. Cassette tape or video sponsoring. If your company has an exciting cost-effective product cassette tape, it can be used in place of or in addition to a brochure. These are automatic merchandisers that stimulate people to action. While opportunity tapes are important, most successful recruiters lead with a good product tape. Once people appreciate your product offering, they’re more open to the business opportunity.
5. Internet. Having a personal Web site linked to your company’s Web site is becoming mandatory for the successful distributor. Your Web and e-mail addresses are the technological version of a business card and brochure. Internet recruiting still requires some high touch to entice people to view your page. Because this is of significant interest, I’ll address Internet lead development techniques in detail in a future article. For now, view it as a support tool and not as an alternative to personal interaction.
6. MLM trade journal advertising. A well-written and properly placed ad can generate some good contacts. But don’t expect thousands or even hundreds of inquires. These publications are read by experienced distributors who see lots of offerings. Yours must stand out in order to compete. Many publications will offer you a press release to accompany your ad that will greatly enhance your inquiries.
7. Ads in local newspapers. Classified ads can pull many leads if handled properly, and weekly newspapers are usually inexpensive. You can use this method to drive people to your Web site as well. But be careful with your investment here. Getting leads is easy. Converting them into productive parts of your organization is hard work, but it’s a strategy that will get results as you improve your cold sponsoring and training skills.
8. Direct-mail lists and fax and e-mail broadcast lists. There are many mailing list companies with databases that target specific interests. Creating a good letter offering a free tape or product sample can generate leads. Always drive them to your Web site. Get to your prospects even faster by broadcast faxing or e-mail blasting. There are professional companies that can help you with this.
9. Card decks. These are group mailings of post cards or fliers promoting your business or special offer. Free samples or discounts always work. Write copy that targets the prospects you really want.
10. Fairs, festivals and trade shows. Go where the people go. A booth displaying your product offering usually works best to get attention. Keep in mind you’re there to create leads for new recruits and not just sell products.