Generating sales leads should be like Christmas music during the holidays — you should find them everywhere.
Sales leads are the lifeblood for a growing company.
Need to generate more qualified leads from marketing? Not finding active buyers? Are you getting enough qualified leads to reach sales projections?
To find out how to generate sales leads, start by looking at your sales history. Ask yourself the following questions:
- Where have our sales leads traditionally come from?
- Where are the active buyers entering your website?
- Are those leads declining or increasing?
- What type of people or businesses buys our products and services?
Once you have the answers you’ll be able to figure out how to find more leads. Understanding your target buying audience is the first and most crucial step toward developing a more effective lead hunting process.
Generating leads is a marketer’s single most important objective. Yet, only 1 in 10 marketers say their lead generation efforts are highly efficient and effective.
That’s why we’ve compiled the 30 greatest lead generation lessons in this brand new guide, so you can start reeling in leads on your website.
How to Generate Sales Leads
Step two in your sales prospecting process is defining the ways you will begin to reach your target audience in order to garner qualified leads.
Make sure you don’t focus on one method of reaching that potential audience. Instead, diversify your process to include marketing and direct sales.
If these two departments are literally or figuratively separated by a cubicle wall in your office – knock it down! Many companies fail to effectively bridge the gap between marketing and sales.
But the sales team knows what kind of marketing will work on the street while the marketing team will be able to extrapolate that insight, turning it into actionable marketing content that will help you sell.
Deciding the methods and activities you will use to reach potential new customers depends on:
- Who you are and what you’re selling.
- Your individual market reality and the competition you’re up against.
- Where your audience is “hanging out.”
Developing a marketing and sales program to capture leads could incorporate a dozen different strategies stretched across the market:
- Traditional advertising whether it’s offline or online
- Email marketing
- Social media posts including blogs, white papers or other content
- Video marketing
- SEO strategy
- Networking events
- Good old fashioned snail mail
- Sending out “brand ambassadors” to various events to share product samples
- Event sponsorships
- Cold calling…or anything else you can think of!
Using every trigger event to your advantage will help you know how to generate sales leads. If there is a current event happening in your industry that is relevant to your potential customer base, use it to your advantage.
While you’re reaching out to new potential customers, go back to existing clients and ask them for testimonials that will tell the story of your good work on their behalf.
Even better, ask existing customers if they know of someone who might benefit from your goods or services. Most companies fail to reap the benefits of the all-powerful customer referral.
Leads Take Time to Covert
It takes about eight attempts to reach a new sales lead before they convert. The average sales rep makes two contacts per lead.
However, if marketing is applied properly, the marketing attempts can link with the sales reps calls to create a hospitable selling environment for the potential client.
If you reach the potential lead multiple times in multiple ways, ending with a sales call, the lead will likely already be familiar with your company. This makes the sales reps role much easier — to simply find out if this is the right time for a purchase.
Too, the best CRM (customer relationship management) systems offer automation that can work in tandem with your sales efforts so that every potential lead is being worked to its fullest potential.
If your prospect correctly, you will provide the right leads with the right marketing materials at just the right time.
When synchronized properly, all of your efforts will work together to reach hundreds of new leads which will ultimately pay off in increased sales.
Want to learn more about how to generate leads? Check out this eBook that will give you even more tips.