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Sales Prospecting

10 Ways to Quickly Generate Leads

Customers want the experts and the company that is the best in their industry. Focus on communicating that through your branding and your conversion rates will go up, resulting in more leads.

Mike Templeman

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Leads

You’ve printed flyers, you’ve sent out mailers, you have blasted your social-media followers, but you’re still not getting the lead flow you need to grow your company into the next billion-dollar brand. Well, there are hundreds of ways to generate leads, so don’t hang your head.

Here are ten of my favourite.

Related: Turn Your Website Into a Lead-Generating Machine

1.eBooks

These work great for B2B companies or a business that works in a very technical space, as people love to read and gain expertise about their industry. Make sure you don’t promote your services or products.

People don’t want to be sold, they want to be informed. So write it from a neutral perspective and give actionable insights. Share the eBook socially and ask your network to share it for you.

You’ll want to ensure that you have a landing page set up that requires visitors to input their name, email and phone number for a chance to download the eBook. Pages like this can be built easily with tools like Unbounce.

2. Newsletter

Do you have a newsletter yet? If not, you’re missing out on one of the simplest way to generate more leads. Make sure you put a newsletter sign up in every possible place that makes sense on your website.

With these newsletter, not only do you have a captive audience (people have to opt-in to your newsletter) but email pathways are a great way to avoid getting lost in all the Internet noise. Again, don’t make it all about you. Instead, share with your contacts your insights, recent wins you created for your customers and industry news.

3. Blog

Having a blog is one of the best lead generating tools you can use, as it not only allows a company (or person) complete control of what is said but also an opportunity to have the undivided attention of the reader.

Make sure that your blog is optimized to generate leads by having a sign-up section for your newsletter and by using the margins to promote your products and services. And I feel like a broken record, but don’t make the blog all about you! Give real value.

Related: Leads that Will Lose you Business

4.Twitter

Twitter is a dream for generating leads. Use it to reach out to influencers in your industry and get into conversations with them. Their followers, who are probably some of your potential customers, will see your interactions and follow you or visit your site.

You can also follow trending subjects that pertain to your business and interject your thoughts into the general discussion by using the # symbol. For instance, if you are in the mobile world, you may use #iphone to find and eventually get leads.

5. Networking events

While a lot of action happens in the digital world, the real world still provides a lot of advantages – especially networking events. Even events that didn’t directly pertain to my business have provided me with some of the most valuable contacts and leads.

You’ll meet more people, expand your network and gain referrals. Plus, it’s a great way to build your brand. Make sure to bring business cards and don’t be afraid to ask the people you meet for their patronage.

6. Develop an engaging video

Please don’t produce another terrible commercial and post it on YouTube. The world doesn’t need any more of these. What people always want more of is entertainment. So, spend some time on developing a great idea that promotes your business and engages your customers.

Once you’ve uploaded the video, you can get the ball rolling on making it go viral by using services like StumbleUpon to drive traffic to your video for pennies per viewer. Video sites like YouTube allow you to put links directly into the video. Use these to link back to specific landing pages on your website.

7. Infographic

Yes, infographics may have been overused a few years back, but people still share them and still stop and read them whenever they can.They’re quite cheap to produce as well. Simply come up with an original idea (again, don’t make it about you), find a quality (but affordable) graphic designer, then share it socially and ask your network to pass it along. You can also submit your infographics to publications that cover your industry.

Always put your logo and website URL on the bottom of the infographic. This way readers will be able to visit your site.

8. Webinars

Webinars are an inexpensive way to get your message to thousands of potential customers. There are many services that allow you to broadcast a webinar quickly and easily. And if you make it a recurring event, you’ll continue to grow your following. So, come up with a great idea that helps your customers and promote it using social media, your network and your newsletter.

At the end of the webinar, feel free to ask the attendees to download an eBook, sign up for your newsletter, or visit your site. This will bring the leads flowing in.

9. Media coverage

Do you know what journalists hate? Being hit up by dozens of PR agencies hour after hour, day after day. Do you know what journalists hate a little less? Having an owner of a company reach out to them and tell their story in a real and authentic manner.

In fact, your chances of being covered go up significantly if you do the reach out yourself (as long as your pitch is on point). A few tips regarding reaching out to journalists: Don’t mass email them, do not open with “to whom it may concern” and don’t pester them (one follow up email is sufficient).

By getting your name out in the media, you begin to develop a following, increase your personal brand and come off as an expert in your domain – all that can help you get leads.

10. Strong branding

Customers love authentic companies. They like it when a company has a strong and clear message and that message is consistent across all of their marketing platforms. So, don’t try and be everything to everyone.

Mike Templeman is the CEO of Foxtail Marketing, a digital-content marketing firm specializing in B2B SaaS. He is passionate about tech, marketing and small business. When not tapping away at his keyboard, he can be found spending time with his kids.

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Sales Prospecting

Empower Your Team To Make More Sales

The answer is not simple. However Leadify’s CEO, Grant Fleming shares several strategies that can help.

Grant Fleming

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Much like the business cliché that your company is only as strong as its people, in marketing, behind every successful marketing campaign there is an empowered team. But how do you help your team increase their sales?

The answer is not simple. However Leadify’s CEO, Grant Fleming shares several strategies that can help:

1. Become clever at dealing with data

It is essential that teams have the right platform at their disposal to reach the agreed-to goals. Teams also need to become more adept at dealing with data to learn about their customers. Teams should segment data, send marketing messages and receive instant feedback to learn from. They should also optimise their messages and dig into the demographics of their audience.

2. Curate your audience

The above enables teams to curate, and continuously engage with their audience. One of the biggest mistakes marketers make is focusing their communication to a base, instead of cultivating an audience through learning from insights and feedback. This doesn’t foster an incentive to learn anything from one week or one campaign to the next. Teams end up sending out an email/SMS blast one week after another, with the same results.

Related: What Really Drives Sales Growth And Repeat Business?

3. Market more smartly

Rather than marketing ‘harder’, teams should be marketing smarter. There are a few ways to do this. Given teams have the appropriate automated marketing tools at their disposal, they can automate certain repetitive activities so that they continue to learn while the system executes.

Teams are also best served by breaking down their goals into measurable insights and build logical marketing lists (data lists) rather than lumping everything into one list. Often, splitting data by its original source works well, but so does sectioning lists according to category.

Consider using “Remarketing” for the direct marketing space too. This is similar to AdWords marketing, where teams ‘slice and dice’ their data, and insights about engaged audiences are retargeted using the platform.

The other options is “Long Run” campaigns. Here a campaign is live over a longer period of time, essentially establishing a level of cadence for direct marketing efforts. 

4. Do lean marketing

To empower your team, adopt a lean marketing process. This sees teams marketing in small batches, sending e.g. 2000 SMSs, reviewing the results, then another 2000, and then tweaking the marketing message if needed.

By sending five different marketing messages, your marketing teams will be able to whittle down to the top two that returned the best results, and then scale them up.

This, rather than just sending a million SMSs (for example) to your entire database, is a lean marketing approach that can help your team incrementally improve their efforts for an optimal return.

Related: What You Need To Know About The Lean Start-up Model

5. Value testing and metrics

Both testing and metrics are critical to helping your marketing team become more successful, with A/B testing in particular critical for learning.

When you tweak campaigns, resist the urge to make larger changes; these make it difficult to measure results. Rather do small-batch testing, even if it is just from your newsletters. Try and bleed the marketing messages out over a logical timeframe – don’t just blast out to the entire list in one go.

Regarding metrics, concentrate not only on the number of messages sent, but clicks and click-through rates as well as conversions, even if the latter happens down the line. Understanding these metrics across demographics is equally important, as this allows you to curate audiences that you can personalise marketing to.

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Sales Prospecting

3 Ways You Should Use Data Science To Skyrocket Sales

Sales business is getting harder and more competitive day after day. Both physical retail and e-commerce offer a wide variety of brands and products, which makes it more difficult for an average sales person to seal the deal with potential customers.

Olivia Ryan

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Data Science

Sales professionals have to be clever and extremely analytical before even approaching their clients. That’s why they use data science to skyrocket business. Data science is a contemporary statistical model which seeks to provide meaningful information from large amounts of complex data.

According to the study, this type of business analytics is expected to generate almost USD170 billion in 2018. If you want to keep the business stable and highly profitable, you should consider embracing data science in everyday work. This post will show you 3 ways to do it successfully.

Prospect Analysis

Data science is based on artificial intelligence that has enough analytical power to give you remarkable insights into the traits of all prospects. Using this tool, you can personalise sales negotiations so as to match the exact needs of each client individually.

For example, data science will tell you the basic demographic features like age, gender, and location. But it goes beyond that and reveals income levels, professional titles, or personal interests based on online searches. All these inputs allow you to customise offers according to client’s preferences.

At the same time, you can prioritise prospects based on company size, predicted revenue, long-term potential, industry influence, or any other feature you might consider relevant to your business. This way, you can dedicate more time to the more important prospects and increase profitability just because you know who to talk to first.

Upselling

It’s much simpler to sell products to existing customers than to attract new buyers. Data science can help you to upsell products and increase the profit using the base of loyal clients.

Related: What Really Drives Sales Growth And Repeat Business?

The system is simple – data science analyses the purchasing history and the preferences of every customer and suggests complementary products. That way, you make sure that your upselling suggestions stay relevant, which not only reduces bounce rates but also strengthens the base of loyal clients.

Create Ambitious Sales Quotas

Creating sales quotas has never been an easy job. Most companies are selling dozens of products in many cities, regions, or even countries, which makes it difficult for sales managers to manually determine ambitious but realistic quotas for their agents.

It’s actually one of the biggest reasons why managers underperform and fail to meet company requirements. However, data science makes this task a lot easier because it can automatically conduct the research and decide how much is enough for every sales representative in your team.

Company Aussie Writings uses data science to make sales forecasts and here’s what they say about it: “The new business analytics model goes through huge volumes of data within minutes, detect sales trends, and givesus a good plan for each agent, product, or region. With such powerful tool at our disposal, we don’t put too much pressure on sales representatives, but we also don’t have to worry about underachievement.”

The benefits of data science

Data science helps businesses to analyse potential clients more comprehensively and increases the odds of keeping sales high in the long run. It’s a perfect model for entrepreneurs who want to stay competitive in the abundance of brands, products, and services.

Related: Get Those Quotas Moving (Upward!) In 2018! 5 Things Your Salespeople Can Do

In this post, we showed you 3 ways you should use data science to skyrocket sales. Which tip could give your company the biggest boost? Let us know in comments and don’t hesitate to ask us if you need any additional information about this topic.

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Exclusive Offer: Get 50% Off For This Premium Masterclass On Influence And Persuasion

Sales are the life blood of any business and the ability to make sales is a critical component of a business regardless of its size. But one of the biggest ongoing challenges for many entrepreneurs and sales people is to find new business.

Matt Brown

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Special offer exclusive to Entrepreneur Mag readers

  1. Visit http://www.qkt.io/salespersuasion
  2. Just above the “Order now!” button, click on the “Use a promotion code” link
  3. Copy and paste this word in: MATTROCKS!
  4. Now you will see that a ticket is R125 instead of R250

What to expect from the masterclass

Over the past decade, many marketing options have been promoted as “sales prospecting tools” with very limited results for sales people. The reality is that nobody cares about you, your company or your products. They only care about if they can be better off from buying what you are selling.

Understanding how to influence and ultimately persuade someone to buy from you is the secret to sustainable sales success and business growth.

The Matt Brown Show partners with Sales Guru and The Influence Institute for this ‘one of a kind’ show. The expert panel consists of Gilan Gork, Expert Mentalist; Mark Keating, CEO of Sales Guru and Matt Brown, CEO of Matt Brown Media and host of The Matt Brown Show.

Together they will explore the topic of how to use influence and persuasion to get what you want in business.

Why you should attend

Every business owner will agree that in 2018 the ability to make sales is the ultimate game in business. Whether it’s selling a product or a service, knowing how to sell yourself and your ideas to decision makers is critical. With the competitive nature of a business, everyone should be learning more to get a competitive edge over their competitors.

Mark Keating, CEO of SALESGURU had this to say to entrepreneurs: “Do you know what sucks more than cold calling? Being broke”.

Gilan Gork, an expert in influence and the founder of the Influence Institute had this to say about influence:

“People under estimate the relevance that influence has in all our lives. From leadership to sales, from social to personal, and even the ability to influence ourselves in what we do every day in business.”

Who is the masterclass for

The Sales and Persuasion Masterclass is for entrepreneurs, business owners, small businesses, sales teams and anyone who sells a service or product or just wanting to learn how to sell themselves better.

The Show takes place on 4 April at Mesh Club, Rosebank, Johannesburg. Limited seats are available and we advise that you book your seat here today still to avoid disappointment.

“The ability to get what you want in business is a skill that anyone can learn but very few ever master. Understanding how to influence and ultimately persuade someone to buy from you is the secret to sustainable sales success and business growth”, said Matt Brown.

Follow Matt Brown:

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