I had a call the other day from a client concerned with her newest sales representative. It seems she was struggling to develop new leads. Then, a prospect I was qualifying told me that the top two people at her company had recently lost some major clients and were fighting to rebuild their client base. Seems like a common problem. Finally my friend, Ken, who just recently returned to sales after a four-year career detour, confided in me that developing new business was always his strength, but he was at the bottom of that big hill now. The two of us spent some time and developed 20 ways to generate leads. Most of them can be done on an individual basis, some will become stronger when your sales team partners join you.1 Referrals.
Always have been, always will be the best way to generate leads. Make sure you are asking current clients, former clients, and fellow employees (yes, your receptionist knows somebody).
2 Trade associations.
Every industry has one. Join your association, today. The important step is to become active on committees or in projects. This is when you meet and gain the respect of contacts.
3 Network groups.
They're everywhere. Some are very formal, others informal. Scout around your town for two or three. Take advantage of their free visit offers until you find a group you are comfortable with. Again, join and be active. When you give, you will eventually reap.
4 Toastmasters.
A different approach, but where else can you have a captive audience of eight to 20 people and deliver talks about your business? This is not a formal network group, just a way to meet and develop your network. The added benefit is the improvement in your presentation skills.
5 Write.
The power of the printed word is amazing. Start easy with letters to the editor of business papers, trade magazines and your local newspaper. Move up to articles about your area of expertise.
6 Speak.
There are numerous groups that are looking for speakers (you wil.....Click here for access to the rest of this article ->
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