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![\"Unlock_more_leads\"](\"https:\/\/www.marketingforsuccess.com\/blog\/wp-content\/uploads\/2010\/10\/Unlock_more_leads.jpg\" "\\"Unlock_more_leads\\"")
<\/a><\/p>\nClients jump ship every couple of years, and yours did, too. So?<\/p>\n
Here\u2019s how you can change all that with a better sales lead strategy, and a better sales lead generation program:<\/p>\n
Sales Lead Generation Tip 1. Figure out who your current customers are. <\/strong> Hey – if I do this for you – figure out who your customers are, and write it down on a sheet of paper I call it marketing research and charge you two grand. You can do this for free, and call it whatever you like \u2014 it\u2019s your sheet of paper.<\/p>\n Sales Lead Generation Tip 2. Figure out where your current customers and clients hang out. <\/strong> Sales Lead Generation Tip 3. What do your customers own? <\/strong> Sales Lead Generation Tip 4. Now \u2014 What exactly do most of your clients have in common? <\/strong> Suppose you find out that every one of your clients reads the same 3 magazines. Those magazines would be good places to start a highly qualified lead generation program: take out an ad schedule, or send press releases regularly \u2014 wouldn\u2019t they?<\/p>\n If all your prospects eat at the same restaurant, I\u2019d start eating there too. If it\u2019s an upscale restaurant, that might be a good place to sponsor the coat-check room for a few nights. For a few dollars, I\u2019m sure most restaurant owners would be happy to put up a small sign noting tonight\u2019s coat check is FREE, courtesy of your firm. A small and tasteful sign does it.<\/p>\n Of course if your clients eat at Denny\u2019s\u2026 then, yeee-ha: time to get some new clients there, Jethro. Sorry. If it wasn\u2019t for bad taste, I wouldn\u2019t have any jokes at all.<\/p>\n You could always sponsor desserts for an evening. Or if you\u2019re in the city – sponsor parking.<\/p>\n Sales Lead Generation Tip 5. Create media awareness. <\/strong> Create the right message, the right image, and present it consistently in the right media, and presto – people get to know you. Then you know what happens? The phone rings.<\/p>\n Sales Lead Generation Tip 6. Create trust. <\/strong> Sales Lead Generation Tip 7. Pick up the phone and call. <\/strong> In the next article in this series on lead generation strategies, 8 additional tips on how to generate leads and get more sales.<\/p>\n – Jeffrey<\/em><\/p>\n","protected":false},"excerpt":{"rendered":" Create the right message, the right image, and present it consistently in the right media, and presto – people get to know you. Then you know what happens? The phone rings.<\/p>\n","protected":false},"author":18,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[10],"tags":[381],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/6696"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/users\/18"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/comments?post=6696"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/posts\/6696\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/media?parent=6696"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/categories?post=6696"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/blog\/wp-json\/wp\/v2\/tags?post=6696"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nDig through your files for commonalities: is it location? Income level? Home Value? Is net worth the driver? Neighborhood? Business type? Circle of friends? Write all this stuff down on a sheet of paper. This will become the head of your sales lead generation program.<\/p>\n
\nAnd hang out there, too. What restaurants do they eat at? What mailing lists are they on? What do they read – what newspapers or magazines? What do they watch on TV? What circle of friends do they go out with? What charities do they donate to? What gym do they work out at? What associations do they belong to? Now, go on – hang out there yourself.<\/p>\n
\nDo your customers all drive Chevys? Do they all own boats? Airplanes. Tractors? Write all this down, too. It\u2019s part of the marketing research. (Remember… two grand?)<\/p>\n
\nIf you could clone a few clients, what are the common characteristics they\u2019d all have? Because that\u2019s exactly what I\u2019d start looking for in new clients: the same demographics of clients in my own customer database. Section out people who have those same commonalities with your current clients, and advertise or mail to them.<\/p>\n
\nAs a traditional direct marketer, I don\u2019t believe in unfocused mass advertising for generating leads, especially higher quality sales leads. Those methods only work in very select circumstances. But some campaigns in traditional media such as newspapers, magazines and local TV can work well to raise the level of awareness of your firm in your own backyard, and generate quality leads of local leads\u2026 and phone calls. And you know who likes to shop in their own\u00a0back yard? Everyone.<\/p>\n
\nBuild up your network of referrals and referral sources. Start by referring customers to others, and it will come back to you\u2014in spades. Remember, every referral – whether you make one or receive one, needs to be followed up by a WRITTEN piece of correspondence. Either thanking someone for giving you the referral, or letting someone know that you just referred a potential client to them. Written. No, a call is not the same. Sure you can call them, but then\u2026 you still need to write something down and send it.<\/p>\n
\nJust say thanks for your business. Don\u2019t sell anything. Just thank customers, and ask if you can help with anything, provide any information they may need. Giving away something FREE is one of my favorite offers. Quotes are always the first line of a sale.<\/p>\n