So this is a quick overview of some of the highly effective strategies you can use to generate many more qualified leads and clients for your business no matter how large or small.
- 1. Direct Engagement
- 2. Advertising
- 3. Referral Systems
- 4. Word-of-Mouth Marketing
- 5. Networking
- 6. The Internet
- 7. Twitter
- 8. Advertorials and News Stories
- 9. Newsletters
- 10. Blog
- 11. Strong Branding
Making use of live chats, forums, emails e.t.c are extremely flexible mediums that give you access to any number of otherwise inaccessible prospects for many different purposes: to sell your products, generate sales leads, follow-up enquiries, get more business from current customers, keep in touch with former customers, close the sale in advance, and so much more. It allows you to present every benefit of your product or service over those of your competition in a manner that’s 100% consistent. This is not just in their offices and during the business day, but in their homes, in the evenings and on weekends. Reaching the right audience with the right offer and the right message is the key to success because the only thing that counts is how many sales or inquiries your mailing generates.
Advertising should be nothing less than ”salesmanship in print,” i.e. it should do the same job that a top sales person would do face to face. If you approach advertising in a scientific manner, following proven principles and facts, it no longer has to be a gamble. There are many extremely effective ways of using advertising in a highly targeted manner, that can’t help but grow your business. This includes: advertising only in media that reaches a sufficiently large number of the kind of people you’re trying to reach, focus the entire thrust of your communication on your prospect’s interests, not your own, give your prospects enough information and education and offering them something appealing that’ll get them to respond immediately.
One third-party endorsement is more powerful than a hundred presentations. Getting your customers to recommend and encourage other people they associate with to seek out your products or services is the most coveted prize in selling, besides a sale. There are hundreds of referral systems you can use; to create an unlimited supply of hot prospects; to get prospects returning your calls; to contact hard-to-reach buyers; to create a reputation that opens closed doors; to enhance customer loyalty, and to increase sales and multiply profits. Referral systems make your life easier and more professional, and bring higher profits with increased customer loyalty.
This is the most powerful, persuasive marketing weapon available to any business. It drives customers to try products or services more than any other marketing technique. More than advertising, salespeople, direct response, and public relations combined! And contrary to what you might expect word-of-mouth is not out of your control. There are dozens of techniques for launching your own highly successful word of mouth campaigns.
Most people you meet have hundreds of contacts, which means that virtually anyone you might want to contact or meet is only four to five people away from you. Effective networking is therefore vital to your success. Most people are poor networkers, but you can quickly learn how to get out; meet people; make new contacts; develop quality business relationships based on trust; polish your communication skills; educate the people you meet about what you do and the benefits offered by your product or service; create a lasting impression; quickly build your network, use your contacts database effectively, enjoy your new contacts and maximise your chances of success.
The Internet is now an essential element in business communication. When people want information, they surf the web to find what they need. You need a good website that maximizes your exposure or you’ll look old-fashioned and behind-the-times. Your website needs to be attractive, informative, and easy to navigate so that you obtain a constant stream of new prospects. You also need to establish a system that deftly converts them into customers.
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.
Writing articles and news stories for publication in the media that your prospects and customers would find interesting and would like to know about is the quickest, easiest way, and usually the first step, in building your reputation. You need to know how to come up with article ideas, research and write successful articles, get them published, use the reprints in self-promotion, and get people to respond to you and buy your products or services.
A powerful technique for building your reputation with a defined audience over a period of time is to regularly send them a newsletter, which can either be free or paid subscription. Newsletters can be used to position you as an authority in your marketplace, to build closer relationships with clients. You can use them to educate your target market so they can make more informed and more frequent buying decisions or educate them to the full extent of your services and how you can add value through those services.
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.
And last, but not least:
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. 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.