Where are all the new business leads hidden?
There are four quick places to look
1 Your customers
The chances of a getting a sale from an existing customer are 60-70% compared to the probability of selling to a new prospect which is 5-20%.
2 Your customers’ contacts
If you like your customers and would like more people like them then a good place to start is to ask them for introductions to people they know. Generally, people associate with people like themselves and a personal introduction will increase your chances of getting a sale.
3 Your customers’ business sector or demographic
When you have a track record in satisfying a particular type of need or market then this is a good place to search for leads. Get data or a case study about your success and then use the information in a promotion with a relevant call to action. Example “How we helped a widget maker increase his profits” (case study) and a download sheet as a call to action “10 tips for widget makers on increasing their profits” which they can get if they supply their email and then you do follow up.
4 Networking – you guessed your customers!!
Again, look at your customers and where they might go and also the people who influence them or work with them and where they might go. We have got lots of leads and customers from 4Networking either directly or indirectly
The business skills session this month will be on lead generation.