In this week’s video, I’m going to share with you 6 ideas on how you can find leads for your business. Hit play on the video or keep reading!
Before we dive into how to find leads for your business, I first want to mention the 3 things you should be doing before you even think about beginning your lead generation:
- a. Define your story
- b. Define your target market
- c. Have the right tools and content ready to engage your prospects
Once you have those key steps in place, you’re ready to begin generating leads. So, how do you do it?
1. SPEND SOME MONEY ON SOCIAL MEDIA AND PPC MARKETING
Using your preferred social media channels, you can spend a small amount of money for a fair return. On Facebook, for example, if you have a business account you’re able to boost any post you like. Whether that’s a simple status, a video, an image or a link to a blog post. You then select your target audience, your budget and the duration you’d like to run the campaign and Facebook will do the rest. It’ll put your post in front of the right people and improve your social media reach and engagement.
I’ve boosted posts on my own Facebook page- I’ve spent approximately £60 in the last month and I’ve opened myself up to 4 or 5 thousand people.
PPC (Pay-Per-Click) marketing is also an effective way of extending your reach and in turn, finding leads for your business. If you’re not familiar with PPC marketing, it is a more expensive way of sending more traffic to your website but it does work. Every time your advert is clicked, you’re charged a small fee. However, the potential return for your business is high.
I won’t claim to be an expert in this area but what I can do is recommend a great book that I found really useful which is The Conversion Code by Chris Smith. Give this book a read and it’ll teach you everything you need to know to get started with PPC.
2. GO WHERE YOUR MARKET IS
I always say to my clients, if they sell, for example, a service into the sports industry, then go to the forums, events and groups where the right prospects exist. Follow accounts on Twitter that might be interested in your service or join Facebook groups related to your offering. Contribute to discussions where you can, provide value to those people and position yourself as an expert in your industry. This will get your name out there and help you find leads for your business.
3. SPEND TIME PROSPECTING AND REACHING OUT
What do I mean by this? Cold calling! I know many people dread cold calling, however, if you solve a real problem for a particular segment of people then you should be confident enough to pick up the phone and talk to them about how you can help. I know it’s easier said than done but write yourself a script and practice, practice, practice until you’re confident enough to make the call. What’s the worst that can happen?!
Networking is a great way to get yourself and your business in front of the right people. Networking events are held at various locations up and down the country so it shouldn’t be difficult to find one that suits you.
One of the things that happens all too often at networking events is that people focus on selling themselves and talk too much about them and their company. I say it time and time again- you’ve got 2 ears and 1 mouth so use them in proportion! Get to know the person you’re talking to and really listen to what they tell you. In the long run, you’ll get far more out of doing this than focusing on yourself.
If you think you could be a good fit for someone you meet at a networking event, take down their details and follow up with content that they might find useful. Provide them with value and you’ll have a good chance of converting them into a customer.
5. ASK FOR REFERRALS
You’ll be surprised by how many of your customers will be happy to refer you to people they know in similar roles or industries. If you’ve already built a good relationship with an existing customer, don’t be afraid to pick up the phone or email them to see if they know of anyone who could benefit from your product or service. Of course, if they’re a direct competitor, they may not be able to refer you but I’ve won lots of business in the past by asking for referrals. Your customers will generally be happy to refer you to someone in a different part of the country who they’re not in direct competition with.
6. LOOK AT QUIZZES AND OTHER LEAD MAGNETS
By placing a lead magnet on your website, you’ll increase your chances of generating leads for your business.
Ensure that your lead magnet provides instant value to your prospect and you’ll be able to capture their details in return for the value you provide.
I have a Sales Success Test on my site to help me generate leads if you need some inspiration. You’ll be amazed at how many people take tests like this, so put one in place on your site.
So, there are 6 ideas on how to find leads for your business. New leads don’t just fall into your lap- you have to work to generate them. If you’re not prepared to do that, you won’t achieve the results you want. So, try out these 6 techniques and start winning more business!
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