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50 Creative Ways to Generate Sales Leads Data Mining 1) Review your past accounts and compile a list of how they came to you. Analyze the list and see if there are any patterns in the methods that brought them to you. Look at these patterns and determine if there is any action you could take to facilitate more sales leads. For example, perhaps you donated an item to several silent auctions, and as a result gained some clients. Seek out other silent auctions to donate items to. 2) Compile a list of your clients and categorize them by business type. Is there one or more business types in which you have several clients? If so, choose one business type and email everybody you know asking if they know somebody who works in the same industry. Follow up those leads to generate new clients. 3) Seek out partnerships with companies that serve the same target market but provide complimentary services to your own. For example, if you are an electrician, get to know architects, interior designers or other construction/repair businesses. Work together to mutually refer clients, or even join efforts to provide a broader scope of services. 4) Build your mailing list. Qualify your list and organize it into “hot” “medium” and “lukewarm” prospects. Market differently to these different lists. 5) Use http://www.ZoomInfo.com to research and find companies that are competitors of your existing customers. Use this information to find the right point person in the competitor companies, then research that person on LinkedIn and other professional networking sites. Determine if there is somebody in your network who can make an introduction. If not, gather as much information as possible before contacting the person so your cold call won’t be a totally cold call. 6) Find out who are your competition’s customers. Review their websites for who their clients are. Do research and approach those clients with your value message. 7) Attend seminars or conferences featuring sessions that would be interesting to your potential clients. Get the registration list. 8) Create a survey for your clients to ask them about their sales experience. Follow up with a phone call after they complete the survey. Use that call as an opportunity to ask for referrals. Networking 9) Create a referral program to offer incentives. For example, a web designer typically knows a lot of graphic designers that only do print, not web design. A web designer could create an affiliate program where graphic designers get 10% commission when they refer web design clients. 10) Ask your clients for referrals. This might seem too simple, but sometimes just asking you’ll get quite a response. 11) Reconnect with past clients. Get on the phone and call each client whom you haven’t worked with in the past six months. Keeping in touch offers the opportunity for them to do more business, and it may generate some leads for other people they know. 12) Let your family and friends know that you are looking for leads. This is an often-‐forgotten source of lead generation. Your family and friends are the MOST likely people to send leads your way, so make sure they know you’re open to their referrals. Make sure they know what you do, and if possible give them some business cards so they have them on hand to pass out. 13) Offer complimentary services through other vendors. By expanding your service opportunity you may upsell current clients or attract new clients. Work with complimentary businesses to offer their services without having to do the actual work.
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