Lead Generation is a Key to Building a Thriving Business
Entrepreneurs need new leads coming into their business regularly. Leads or prospects are what turn into customers. Customers, of course, are the life blood of business. But what many business have not mastered is the art of creating a reliable system of generating new leads.
There are many lead generation strategies that can be used. The first step is to systematize your approach. By creating a system you can track your results more easily.
First, identify the Lead Generation approaches you will use:
- Networking (List the groups that you network with)
- Social Media:
- FastPitch Networking
- Merchant Circle
- Niche Specific Groups/Forums
- Local Government Records
- Writing Articles
- Natural Networking through your personal contacts, church, clubs or other organizations, where does natural networking happen for you.
- Trade Shows
- Email Marketing
- Referrals/Word of Mouth
- Internet Advertising
- Cold Calling
- List Buying
- Coffee Meetings
- Joint Venture or Affiliate Referrals
- Advertising (Print, Radio, Television, Cable TV, Info-mercials)
Second create your process for the approach or strategies that you select. Write out the process so that you can follow each and every time.
Implement each step of the process and track each new lead and contact.
Develop a strategy for what happens with a lead once you have the lead. What are the follow up steps that you follow? Document at what point a lead becomes a customer. Does the process happen predictably? Evaluate your process and make determinations about what is and is not working. Make necessary revisions to the process to maximize your results.
When you have a predictable process for generating new leads and converting those leads into clients or customers, THEN, you have a business that you can grow at a rate that you desire. In essence you can turn the water on and off, or up and down.
You don’t want a pipeline that is overflowing and unmanageable. That is a waste of time and money. Save the money and the time for when you need the new leads and your business can handle them.
Systematizing your operations gives you a stronger foundation for growth. When the systems are in place and working well, then you are able to add staff, train staff easily or outsource tasks. When everything is stored in the head of the owner it makes it very difficult to grow the business in the way that you desire.