The importance of leads in the sales process.
Generating sales leads is the very first step in the sales process. Generating viable leads is often difficult, because many people do not know approach the lead-generation process. It is important to have a solid plan, a strategy, a measurable goal and a tracking system in place to produce leads that have higher probabilities of turning into presentations and, better yet, sales. Some sales professionals are solely responsible for closing deals, while someone else in the company busily generates those leads to put in their hands. If you are not just a closer, you may benefit from tips on creating qualified sales leads in the business world.
Instructions
1. Profile your best customers, and identify common characteristics they tend to have. Pay close attention to such key factors as their ages, genders, races, geographic locations, incomes and other traits relevant to the product or service you sell.
2. Target the areas in which these customers are similar so you can prospect for new leads with this information. From the leads that you get, plan to contact only the prospects who match your selected criteria.
3. Research different databases online that are pertinent to the type of work you do, and purchase lead lists in your specific industry. These lists are available online, through email or through subscription services. This option tends to be expensive, but the leads are qualified. Target those leads who share the common characteristics you identified among your current database of strong customers.
4. Cold call the leads you specified. Do not read a script: Relax, and let the conversation flow naturally. This process works with some companies and not for others, but it's the oldest way to generate sales leads in companies.
5. Send direct mail to identified potential clients. Mailings can include catalogues, brochures and other marketing materials that generate interest in your product or service and encourage these leads to contact you for more information.
6. Design and write a monthly or quarterly email newsletter for your company. Keep it relatively simple, including information about your product or service; company and industry news; links to relevant news articles, press releases or websites; and industry events. Include promotional offers and discounts to encourage recipients to read all your newsletters. Send this newsletter to your current client list as well as your new leads. If possible, include a sign-up option on your website so you know you are contacting people who actually requested your newsletter.
7. Participate in networking events and trade shows appropriate to your line of work. You will meet lots of people through this process who could be potential leads, clients or referrals. At trade shows, display an optional business-card drop for a drawing or raffle. Add these contacts to your newsletter and email database.
8. Provide professional service every day. One of the most successful ways to generate viable leads is by word-of-mouth referral. Referrals are usually the best and most credible leads you will get in the entire lead generation process. Keep your current clients satisfied, and encourage them to refer you to anyone who might need your service.
