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Lead Generation
Using
Lead Generation to Grow Your Small Business
by Charlie Cook
©2006 In Mind Communications, LLC, all rights reserved.
" Even though I have
a number of satisfied clients I get very few referrals.
I provide top quality service
and get lots of praise but hardly any of my clients send
new business my way."
"What am I doing wrong?"
Shelby was telling me one of her small business marketing problems. She's working
hard to provide a great service, but not getting enough new lead generation.
Does your firm have the same problem?
Discover how to find the right words to explain
exactly how you help prospects. With a brilliant
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to create more business opportunities.
Let me ask you a couple of questions:
1. Is it your client's job to know that your business depends on having a steady
stream of referrals?
2. Do you expect your clients to remember the full range of services you offer
and problems you solve?
3. Is it your client's job to know how to describe your services to attract
new clients?
4. Do you expect your clients to identify new prospects for you?
5. Is it your job to regularly remind clients of the services you provide,
help them identify referrals and coach them in which words to use?
If you answered yes to #1, 2, 3 or 4, you gave the wrong answer.
Somehow we've developed unrealistic expectations regarding referrals. We think
that because we've done a great job or provided a great product, our clients
and customers will become our best sales people. Its not so. Your satisfied
clients are likely to thank and then unless prompted; they won't think of you
again.
Take Shelby, for example. She provides high-end catering to corporations in
New York City. Last year, she catered events for many Fortune 500 companies
including one with attendance of over a thousand people. Letters of thanks
and praise followed, but not one referral. What was she doing wrong?
Shelby didn't have a plan for lead generation. She didn't know that it
was her job to help her satisfied clients provide referrals or how to do it.
Discover how to position
yourself and your business for success with ‘The
Insider Secrets to Highly Effective Marketing’ manual.
You’ll learn where to start and how to focus your business
marketing to attract more clients and increase sales.
Use your articles to establish yourself as an expert andincrease
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Doors with Your Articles’
Understand that it is your job to help
clients generate referrals. Don't expect them to remember
that your business depends on referrals or to know the
range of problems you solve or the best way to talk about
what you do.
Develop a plan for generating referrals. Be proactive in establishing expectations
so clients know that you are continually looking for referrals.
Learn how to ask for referrals. Just asking, "Do you know anyone who can
use my services?" won't get you very far. Use specific questions to help
clients identify potential prospects.
If you've been in business for a year or more, you should have many satisfied
clients. Learn how to generate referrals and you'll see your business grow.
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marketing to increase
lead generation and sales. ‘ Creating
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you need to do to prompt people to contact you and
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