How to cost effectively generate more sales leads?
What’s the most effective tactic for creating sales leads and targeted audience?
What sales strategies are you using?
To generate more sales leads you need a simple step-by-step success formula with three elements:
- Written profile of your target audience
- Cost effective ways of reaching your sales leads
- List of sales leads interested in your offer
Complementary Partner Referrals
This sales lead generation method comes first because the traffic source is qualified and targeted so you’ll generate the highest number of quality leads.
How you do this depends on the market you are in.
There have been a lot of articles written about networking through chamber and association meetings, so I won’t rehash here…
More importantly, most of what is “known” or shown really doesn’t work.
If you’re supplying business to business, you want to strike up relationships with sales reps from companies who call on the same businesses as you do.
If you supply information technology with consulting services, your partner with a few computer systems hardware vendors.
These reps call on the same customers as you, and you complement each other by sharing leads and information about customers and prospects.
As much as nearly everyone dislikes cold calling it is very effective for sales lead generation when executed properly and targeting buyers.
If you consistently prospecting for leads by phone, you will consistently generate sales leads by aligning the right demographics to your offer.
You can find more cold calling tips here at this website and I’d recommend checking out Anthony Parinello’s “Selling to VITO”.
Live seminars are a great sales lead generation technique because you are usually delivering your a offer to a prospect very early in their buying cycle.
The key to a successful seminar is offering a solution to a problem your target market really wants to solve.
You can use a business “celebrity” to help pull more sales prospects in.
Live seminars can be done inexpensively.
The in-person seminars costs are comprised of:
- Room rental
- Audio-visual equipment
Teleseminars are the least expensive.
The only costs being conference phone line rental and promotion.
Webinars are sometimes more expensive due to hefty fees online meeting services charge to use their services.
Trade shows are a good way generate sales leads if you can find events highly targeted to your prospect audience.
Often such events yield low-quality sales leads because they’re attended by the recommenders and influencers, rather than the true decision-makers.
You may rate this lower on the list, yet it is valuable if your company has the budget.
And there are industry events well-targeted to your audience.
Sales letters are one of the more underused sales lead generation methods.
There is an entire industry of people dedicated to selling this way called direct marketing.
Most field sales reps and business professionals don’t know how to use this technique well.
Success with this method comes as a result of mailing a well-written letter to a good quality list of names because buyers equals quality.
Target your audience…
Two good primers on this are “The Ultimate Sales Letter” by Dan Kennedy and “Selling to VITO” by Anthony Parinello.
Direct Response Advertising
This method can be highly effective when done right.
You must find publications that are able to deliver your target audience.
You run ads with irresistable offer and strong call to action.
To generate sales leads, you simply avoid using non measurable or results based advertising, in other owrds agency or “big-company” style image ads.
If you can’t do this one right you’ll lose your shirt, so don’t do it at all because you can blow through your marketing budget fast.
This one is very appropriate for small business and some independent professionals.
You want a well-designed direct response website, you can generate sales leads through “ads” that the search engines create from your webpages.
If you know what keywords your prospects are likely to search for you with, then you can generate very targeted and qualified leads.
This method is not for everyone as your prospects must be searching for something related to your products, services or problems that you solve.
What you are reading right now is an example of an email publication that keeps my name and business in front of thousands of people every month.
Do you collect all of your sales leads through your website?
Of course, that isn’t the only way to effectively increase your profits.
A sales rep or business owner could create an email lists via a newsletter.
Either email or physical will do the job.
Just mail to sign-ups from an offer presented at a seminar or at a trade show in a mass mailing, in an advertisement or on a cold call.
If you’re a sales representative, why not create your own email newsletter?
You could send out industry news and tips to prospects in your market.
Keep them in your autoresponder and follow-up and many will become customers because you’re on their mind more often than your competition.