[vc_row][vc_column width=”2/3″][vc_column_text][/vc_column_text][stm_post_comments][/vc_column][vc_column width=”1/3″][vc_raw_html]JTNDYnIlM0U=[/vc_raw_html][/vc_column][/vc_row][vc_row][vc_column][stm_contact][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]Start Generating Your Own Leads[/vc_column_text][vc_column_text]By Michael Lee, Managing Coach, ShapeUp Sales Coaching, 11/29/18
No matter what type of selling you do, you must have a supply of prospects to keep closing additional sales. Repeat business is great, however it takes time to develop those types of clients. Even with a steady list of repeat clients, it is crucial to continue to add to that list to facilitate growth. Nearly every salesperson has said it at some point in their career, “I need more leads!” It is up to you to utilize new prospecting methods to supply fresh leads into your pipeline. Here are some proven methods still used today:
Some of the highest priced deals I have ever closed came from networking leads. There is truly no better business than referral business. There are multiple opportunities to find groups that pass business. I always encourage sales people and businesses to join their local Chamber of Commerce. These groups often have monthly networking events that open doors to meet new people and discover new opportunities. They offer support and access to events that can help nearly any business grow. I also recommend joining a networking group. I am a member of a Master Networks Chapter that has been essential to my lead generation and personal growth. You have the ability to earn business from other members and earn their referrals. Most of the prospects you earn this way will be highly qualified and will develop trust with you faster than any other type of lead.
Canvassing (D2D) –
It doesn’t matter if you sell B2C or B2B, there are opportunities to walk right up to your clients. With residential door knocking, there are steps you can take to increase your success rates. It doesn’t matter if you are knocking for solar, home/improvements, insurance, security systems, or landscaping, it is incredibly powerful to canvass in neighborhoods that you have already done work in. Not only do you have more credibility, you can use the “sorry for the noise” or “We just finished up over on 123 Smith St” intro as an ice breaker. Utilizing a well-tested process can dramatically increase your success rates. You do not want to sound like you are reading from a script, however it can be helpful to have a plan in place before you knock.
B2B Canvassing shares similarities, however you have the ability to research the company before you walk in. I strongly recommend doing research on the company to discover possible wants/needs, company size, and sometimes even the decision maker.
You don’t always need to sell them right then and there. It can sometimes be more efficient to set an appointment to come back and do the actual selling at another time. It depends on what your selling, and who you are speaking to.
We live in a world that is heavily influenced by social media. Different platforms can be used to provide highly qualified leads, if done correctly. There are many different ways to approach each platform. Here are a few methods that can be implemented immediately:
- Write Relevant Content (like this article) and promote it to a highly targeted field that describes your ideal client.
- Use a sales funnel that starts with a quality educational video and funnels the prospect to a point where they can easily book an appointment with you.
- Sponsored LinkedIn messages. These should be short and sweet with a goal of getting a response. It is critical that you use a subject line that will get the most amount of opens.
- Consistent and quality content. Posting quality content on a regular basis will grow your follower base and increase interest. With a simple call to action such as a “send message” or “join our mailing list for more info like this” button, you will be more likely to get responses and collect new leads.
Anybody that says cold calling is dead either is making an excuse to themselves not to pick up the phone or isn’t very good at it. Cold calling is not dead, but rather has transitioned to a “warm calling” style. Knowledge of your prospect paired with with a well written and rehearsed script allows a trained salesperson to generate leads and additional sales with nothing but a telephone. Here are some tips for generating leads with cold calling:
- If possible, do research on the company before the call. Try to approach the situation as a “warm call”.
- Ask if the have a moment to talk. This shows that you respect their time.
- Get to the point quickly. Tell them why you are calling and what your intention is.
- When selling high priced items or services, it is more effective to cold call for appointments (free estimates or consultations) than trying to close a sale over the phone.
- Always track your results and make constant improvements to your scripts and methods.
Not all of these methods will work for every industry or every salesperson. It is important to try different ideas and improve on them until you find what works best for you. Business owners and decision makers are usually very busy and have little time for distractions. If you are not bringing real value to them, you will never get their time. Put your customer’s needs first, always be honest, deliver exceptional value to your prospects, and you will be in a position generate new leads and close more sales.
About the author:
Michael is a sales trainer and coach as well as a public speaker. He works with salespeople of all types to coach them to success. He has personally closed millions of dollars of sales throughout various industries using the exact methods he teaches his clients. Growing up in a military household, he has traveled the world and lived in nearly every region in the United States. Today he is passionate about spending time with his wife and daughter and enjoying the outdoors anytime possible. Email him with your questions or comments at [email protected][/vc_column_text][vc_single_image image=”150″][/vc_column][/vc_row][vc_row][vc_column][/vc_column][/vc_row][vc_row][vc_column][/vc_column][/vc_row]