Learning to generate new sales leads is an essential skill for an entrepreneur. Even if you don’t consider yourself a salesperson, you need to understand that the possibilities for finding new customers range from cold calling to buying lists of potential customers to using newer Internet techniques like search engine optimization (SEO) to drive new business to your website.
A major step to involving your team in growing your current customer base is to create and share your Ideal Customer. Give him or her a name. Mr./Mrs. Right is a good one. Be sure to include your description of ‘Mr Right’ as a primary part of your new employee orientation. We all talk with new employees about procedures, polices, company history and specific job duties. But rarely, if ever, do we let them know who are current best customers are, why they are important, and the profile characteristics of our best customers. These customers are the lifeblood of the organization and need to be top of mind with everyone. On an ongoing basis, broadcast your top customers throughout the organization. Your goal is to create Mr. Right with the most detail possible. Be specific. How old is this person? Where do they live? What type of company do they work for or run? Make your team knowledgable about your ‘Mr. Right and encourage them to speak up and contribute about how your team can appeal to Mr. Right. What other characteristics does you team think Mr. Right has that can help your next marketing campaign or email outreach?
Certain products and services may appeal to one audience but not to another, so understanding the strengths, weaknesses, opportunities and threats in your target market is critical. Many businesses reach out to their competitors customers. This is a smart move, if it is done out of positivity and not anger. Letting every potential customer know about how your services or product can benefit their lives and why it is unique, is all part of the contemporary sales pitch.
An online presence is another integral key to generating new sales leads in 2017. Hiring an SEO or website consultant is a great way to quickly and inexpensively boost your online presence. Many marketing agencies also have short term packages that can create and manage your online presence including social media accounts, organic growth and paid online advertising.
An executive office suite will also generate new sales leads. Your business needs a legitimate office space, a prestigious address, and a place to bring your future clients.
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