Many successful small business owners are endlessly looking to expand their customer base and grow their businesses. Business growth is often difficult and a long-term process, though. one amongst few other primary elements of growing a business is access to an unwavering stream of sales leads.
A lead is any person or organization that indicates an interest in your goods or services.
Some people consider lead as a contact already determined to be a prospective customer, whereas to other people, lead is seen as any sales contact. But they both agree that a lead will become a future potential client.
Here are five powerful tips to create a system that will assist you to identify sales leads in your small business, and — with the proper focus and energy — turn them into customers.
1. Identify Your audience
Identifying your audience is the first step to lead generation. You cannot successfully reach and sell to your ideal customer if you do not know exactly who they are. So, it is crucial to do research about your audience and have a clear understanding of who they are, where they live, things they like doing, their financial ability, what their personality/lifestyle are like, etc.
You should also create a comprehensive marketing plan as part of this step if you don’t have one already.
2. Pick Your Promotional Methods Wisely
A good promotional plan which will get your products and services in front of your audience is what you need to generate leads. There are different ways to promote your business, and again, you’ll want to use your marketing tactics to identify the methods that work effectively for your business.
There’re other marketing ideas such as a blog, social media, speaking engagements, industry events, current customer referrals, pay-per-click (PPC) advertising, an informational website, and traditional advertising.
3. Create a Sales Funnel
What is a sales funnel?
A sales funnel describes the steps a person takes on becoming your customer. A sales funnel also describes where a person is in their buying journey, whether they’ve gradually become conscious of your brand or they’re a brand-loyal repeat customer.
The sales funnel shows the trail your customer will take to purchase your product or service. Analyzing your sales funnel will assist you to understand how it works and where it doesn’t. It’ll help you track holes within the different stages of your sales funnel (i.e., where prospects don’t convert into customers or where prospects drop out).
Understanding your sales funnel will assist you to influence how prospects move through it and whether or not they convert into buying customers. It gives you a clear understanding of how customers may act at each stage of the sales funnel so you’ll invest in marketing activities that draw more prospects. At each stage of the sales funnel, create messages that are relevant and will convert more prospects into paying customers.
Solid knowledge of your sales funnel is important for understanding your customers buying journeys so you’ll identify gaps within the process and invest within the best marketing strategies.
Now you know whom you’re targeting and have fully planned how best to get to them, you also need to possess an idea for collecting contact information. The primary part of the method involves funnelling all prospects to a typical form or landing page that encourages them to share their contact information, in exchange for a gift, a coupon, a sample, or another value-added incentive. It is very important to have customer relationship management (CRM) at this point, which will assist you to keep track of potential customers through the process.
4. Use Email to Create Relationships
You have successfully connected and built relationships with prospects, it’s time to cultivate those relationships and process them from the lead stage through a purchase (and eventually a repeat sale!). One of the effective and better ways to make consistent communication with your prospects is via an email newsletter.
Be sure that you are aware of and follow regulations that are part of the CAN-SPAM Act when planning your email marketing.
5. Leverage Social-Media to Connect and interact
Social platforms offer small businesses various opportunities to connect and communicate with prospective customers to generate new leads. You can create a YouTube channel, LinkedIn Facebook page, Twitter profile, or company page to draw in and communicate with your audience, then funnel them through your process to become leads.
And, you can use social media to communicate with them and find out more about their needs and wants, once you have leads in the system.
The more positive interaction a customer has with your business over time, the better he or she is going to trust your brand and eventually purchase from you.
Lead generation can also be considered a long-term and continuous process. If you have an efficient system in place using the sales lead tips above you can increase your opportunities for business growth by streamlining your lead generation process to the right audience who will take action when needed.If you need help creating a sales funnel for your business, you can send an email to firstname.lastname@example.org and my team will be glad to help you out.