Lead generation is always a huge task for business workers, salespeople, and marketers. But it’s something that companies will need to invest in—whether that’s time, money, or resources.
These days, a realistic and scalable lead generation strategy uses the best online and offline practices.
We’ve gathered 15 achievable ways you can generate more sales leads, and we’ve categorized them into an actionable 3-step sales lead generation strategy, HEM. Harvest, Engage, Market.
HARVEST
To harvest more leads, you need to research, optimize your use of social media, expand your network, dig deep into your current pool of contacts, and revisit old leads.
1. Connect on social media
Social media channels are great tools for connecting with possible leads. Everyone is on social media!
Here’s how you can maximize each channel:
- LinkedIn: Market by publishing content, connect with target industries and companies, and engage with other professionals. LinkedIn is a great networking tool and a veritable hotbed for leads.
- Twitter: You can find possible leads through relevant hashtags or keywords. You can also use twitter analytics tools like Followerwonk, Tweeple Search, and Burrrd. They analyze your followers’ bio, location, and who else they follow. Essentually, they help you find your target audience and connect with them.
- Facebook: Spruce up your professional Facebook profile (we recommend that you make this different from your personal one) and join relevant Facebook groups for networking. Be active in these groups so would-be prospects can notice you and, hopefully, contact you.
- Quora:It’s not strictly social media: Quora is a Q&A website where users post questions or answer them. But it’s a strong networking platform nonetheless. Join in the discussion by answering posts relevant to your product, service, or industry. If you build up an “expert” profile, you can potentially attract leads.
- Blogs: Comment on posts that are, again, relevant to your product, service, or industry. You can also be a guest blogger or contributor in blogs that your possible leads would likely visit.
2. Network
Networking and having a strong network is important in sales. There are strategic steps to network successfully. But sometimes you don’t even have to go too far to expand your network. You can also harvest leads from your existing personal network, and we do mean family, friends, former colleagues, and the like. The world is full of leads; you just have to start knocking on (a lot of) doors.
3. Get referrals from current clients
Another door you can knock on? Your current clients’. There is no greater social proof (more on this subject later) than client referrals. It’s easy to engage clients to try and get some referrals, especially if you have provided excellent client service. Just respectfully ask if they can connect you with other contacts that may need the same product or service that you provided them. Of course, it would be great if they can take it a step further and send an introductory email.
4. Re-engage old leads
Yes, you can bring back the dead. It’s been months since your last interaction, surely there’s something new with your old prospect. And he might be ready to purchase this time around.
5. Tap into databases
There are sales lead database suppliers like Global Data Base, ZoomInfo, and GDB Data that can help you find potential leads for your business. They provide all relevant data: company information, executives list, contact details, and even credit risk.
Of course, you would still need to vet or qualify these leads to make sure you are chasing quality ones.
ENGAGE
Proactive, direct engagement with would-be leads is a must.
Photo by Joshua Ness on Unsplash
6. Maximize every opportunity to engage with leads.
In the practice of cold calls, cold emails, and “inquire” buttons, one aspect gets left behind: real interaction. Use these channels to directly engage with leads. If someone sends an inquiry on your site, do not just automate your response by linking to a page on your site that fulfills the inquiry. Give the site visitor a call. If a prospect asks you to send an email on product offerings, offer to call or meet in person for a more thorough walk-through.
7. Use live chat
Personal one-on-one engagements are not always possible. In the cold digital world, the next best thing is live chats. Studies show that “75% of survey respondents stated they would prefer to live chat” and that “live chat has overtaken other options as the most preferred channel for customer communication.”
In the next post, we will discuss the 10 other strategies for generating more sales leads.
Main photo by Lucas França from Pexels
