Laying the foundation for getting leads
If you want to get more sales leads the critical thing to establish is who you want to talk to i.e. what success looks like in terms of the type of leads you get. Otherwise any promotional strategy will be a failure because it will neither have a focus nor any measure of success.
How to decide who to target for sales leads
A good place to start is by identifying your existing good customers. People or companies you would like to have more of. These are likely to people you enjoy working with, where you can make a difference.
Another way to think about who you might target as customers and therefore want as leads is to consider where you’ve got experience, what sectors and therefore where you have credibility and can really add value.
Creating a profile of your ideal customer
For each type of ideal customer that you want sales leads for you need to create a full profile including:
- Their fears
- Their dreams
- What is taking up their time
- What sort of person they are likely to be: age, gender, interests, where they go
- Who influences them and where they get information from
Even if you are targeting businesses it is people in the companies that make decisions so you need to be clear about job titles and potential budget items for your product or service.
Now you can start your search
You can only start searching for sales leads once you know who you are looking for, so focus for success.