Many small businesses don’t have the marketing support to generate a steady flow of inbound leads, but still have targets to hit.
We’ve pulled together a few activities you can use to generate incoming leads on your own.
1. Use social media to find prospects you can help.
Most salespeople are on LinkedIn, but many don’t use it effectively to generate incoming enquiries.
Post a professional, relatively current picture that reflects your professional image.
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.
Post in the “Share an Update” section that you’re currently looking to identify and help a specific type of prospect with a specific type of problem by a specific date.
Request recommendations from current clients demonstrating high-quality work that can vouch for your value, professionalism, and effectiveness.
2. Post a blog article on LinkedIn with an offer for a 15-minute consultation.
3. Request referrals from existing customers.
Introductions from existing, happy customers speaks volumes for the quality of product or service that you provide.
4. Work with your personal network.
Other people you know who service similar customers to you (but don’t compete) will know potential customers that you have no connection with….. and you’ll know customers that they’re not aware of. Share contact details.
5. Attend a networking event (In person or online).
Ask fellow attendees how you can help them, rather than jumping straight into a sales pitch. This is more likely to leave a positive impression and increases the likelihood that they’ll try to find ways of helping you.
Offer to connect on LinkedIn from your phone while you’re standing next to someone or suggest connecting to new contacts you meet.
6. Revisit closed/lost opportunities.
These are businesses that already know what you do. They might have seen a product demo or made it through a discovery call and it just wasn’t the right time to buy. Recontact these prospects every six months. Ask how their priorities have changed, if their business and team goals have shifted, and what their challenges are.
It might not be the right moment the first or third time you follow up, but it could work in your favour 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 remaining visible to them, they’ll be more likely to contact you when they actually need your product or service.
7. Implement a programme of regular prospecting emails.
To send a successful email sequence, have a clear purpose for each one. For example:
Email 1: Address pain points
Email 2: Explain a value message
Email 3: Name drop a big client
Email 4: Qualify your message
Email 5: Include a product message
Email 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’s more important that ever 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.
Don’t be surprised it all this activity doesn’t generate immediate results…… be prepared to play the long game.
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