The problem for small or large business owners today is not having enough qualified leads. All business owners would love to have more quality leads. However, most don’t have the time or simply don’t have the expertise.
In any industry, there are a myriad of potential sources of leads to provide your business with qualified leads. Some are very simple and inexpensive to set up, others are more complex. You need to adopt lead generation best practices that require the least effort.
What would the right lead generation system look like?
An excellent lead generation system should require little manual effort to make it work effectively with the ability to be put almost entirely on « autopilot ». This system should generate the names, addresses, and even email addresses of people who respond and are interested in learning more about your specific product or service.
With the right lead generation system, the people who respond give you permission to contact them. Thus, you will have the opportunity to make your best sales presentation on your specific product or service. This system also creates a positive relationship of trust. It makes you feel like you’re the leader in your industry when it comes to your product or service.
The best system generates predictable results. The system works as a radio volume control that increases your turnover when it is increased and maintains it when it is decreased.
The basics of lead generation
Here are the main lead generation systems:
Target the best buyers
If you look at a financial statement that shows the revenue generated by all your customers, you will find that the « 80/20 rule » works within your company. In other words, only 20% of your customers give you 80% of your company’s business and profitability. They are your « best buyers ». What does this mean for you? This means that you need to target and focus on those « best buyers » first. Indeed, they are the simplest lead generation tools to grow your business and profitability. So take a few minutes to create a profile of your best customer.
Be proactive with your prospects
Most companies spend a lot of time, effort and capital to build their customer portfolio. Yet most do not invest the time or attention to ensure diligent, timely and ongoing follow-up.
Every day a prospect goes unanswered, you significantly erode the viability of that opportunity. They wouldn’t have reacted and wouldn’t have become a lead if they weren’t interested in the benefits your product or service. The key to success in lead handling is to set up an aggressive and proactive system. Every new prospect responded to you because they were interested, so you need to be proactive.
Send direct mail to your best buyers
The fastest way to grow your business is to target the best customers with direct mailings to your « best buyers ». This strategy alone has allowed many companies to literally double their revenue in just 12 to 18 months. This simple lead generation strategy is one of the most effective and least expensive ways to grow your business.
The first thing you will do is send them a letter in which you introduce yourself making an offer that they cannot refuse. Then, send something to these people every month. You can send a letter or flyer offering a free consultation or any free service. Over the next twelve months, these people will hear from you every month. And that’s how they’ll tell you: « I’ve never heard of this company before », « Who is this company I keep hearing about », « Oh yes, I’ve heard about (your company) »…
Examples of lead generation systems
There are many ways to generate qualified leads . Here are some of the lead generation practices for professionals:
Buy leads from specialized companies
The sole purpose of lead generation companies is to generate leads and sell them to companies. For example, their client may be a life insurance professional. This client’s main source of business and revenue comes from buying qualified leads. On average, this customer concludes about 20% of the prospect lists they buy. This strategy alone makes him a leading producer who earns a very good living. So, if you’re not currently buying a lead, adding this strategy alone can increase your revenue by 50-75%.
Buy leads on search engines
One of the online strategies for generating leads is to attract targeted traffic to your website with search engines. This method can become an indispensable part of your btob lead generation arsenal. It allows you to exploit searches in your area. This puts your site directly in front of customers who are actively searching for what you’re selling. You set your budget and set the price you’re willing to pay for each prospect. You only pay when your customers click on your site. You are guaranteed to receive leads, because you only pay for performance.
Studies show that 50% of all purchases are motivated by advertising. The latter is also one of the best lead generation tactics a company can deploy. It’s also a great way to make yourself known in the market.
Place ads in the most targeted posts your target market reads. Consider placing inexpensive ads in the email newsletters and websites your target market reads. Use direct-response ads. Always ask your ad reader to respond to you by phone, mail or via your website. Set up a tracking system to get maximum results with your advertising budget. Use a compelling headline that outlines the key benefits your product or service offers your customer. Make him an offer that he would be crazy to turn down so that he responds and becomes a new customer in the long run.
Recommendation marketing is one of the most effective techniques for creating regular streams of leads and customers. In addition, most Internet users are forced to visit new websites through recommendations.
Referral-generated customers are the most profitable, profitable, and loyal source you can generate. Plus, they tend to buy faster, negotiate less, and refer more customers to you.
The best way to get more is to use a proactive lead generation campaign that you add to your marketing procedures. You can easily set up these recommendation systems which are foolproof strategies to increase your profits. You can, for example, offer your customers an incentive or additional products or services in exchange for the recommendation of others.
Adding new lead generation systems is the fastest way to grow your business. The systems listed in this article are the ones that require the least effort and will allow you to get the best results in the least amount of time. Act now and follow through, and your business will thrive.