In all the years I’ve travelled the world and spoken on stage, audiences ask me the same question:
Blair, how do I find people with money and a need?
Those are the leads that you want. But, it may be a struggle for you to pinpoint which way works best.
I can take you through different ways to generate more leads.
Pick out the one that works best for you and your target audience:
- Serving First
I’ve used this method in every business I’ve ever been with.It works like this…I find a customer or a few customers that I could work for. I do it for free if it’s a service or at cost if it was a product. This helped me get established and also get a testimonial.This is a powerful strategy to use to get yourself started. You get a testimonial, referrals, and that free customer could be a better paying customer later.
- Cold Calling
I have friends in the business that still maintain that cold calling is the most efficient way to generate leads, in terms of time and money.There are a few caveats to make this work, though.You need to:
- Know what you’re doing
- Practice what to say
- Understand your selling cycle
Also, remember that the purpose of cold calling isn’t necessarily to sell. It’s to get an appointment if your business lends itself to that.
- Poodle Strategy
You may be familiar with our SalesDog personalities. If you are, you know that the poodle type schmoozes and networks.Just remember that introductions from someone else lend more credibility. So, get someone you know to introduce you to the other person.
- Retriever Approach
Following the dog selling personalities, another strategy you can take is the golden retriever. With this strategy, you find leads by association. That means your network, any group you belong to, whether it’s a parent-teacher group or the Chamber of Commerce.
Also, you can join groups associated with big international business networking organizations. These groups are there specifically to network with other professionals.
There are a variety of ways to approach lead generation. The key is to choose the one that works best for your business and your target audience.
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