Most of my coaching clients know how to close a sale, but struggle with getting enough business sales leads. Here are three critical steps to increasing your business sales leads.
1. Get out in your community. Yes, this means networking. Many entrepreneurs would rather get business sales leads by any other means rather than going to networking events. However, you need to get in front of your target customers as much as possible. If your ideal client is a chiropractor, attend conferences where chiropractors gather. If you want to meet other business owners, join a leads group such as Business Networking International (BNI) or LeTip.
But just going to one event or getting on a member roster is not enough. You must attend every meeting, barring a legitimate emergency. Don’t expect to get new customers after your first meeting. Become a regular participant of these groups, pass business sales leads to others and eventually you will get more clients.
2. Speak in front of groups of your ideal clients. You can get dozens of business sales leads at once by speaking at a Chamber of Commerce lunch or in front of a professional association comprised of your ideal customers. When you speak, don’t give your audience too much information. You risk overwhelming them and also giving away a lot of free service. Give them enough information to help them, but leave them yearning for more. The more of course is in your product or service.
A great way to get business sales leads is to hold a drawing at the talk. Tell the audience that you will give one person a door prize (a sample of your product or service) but that everyone who drops in a business card will get a free coupon, article, report or audio. This step legally allows you to e-mail these people in the future until they ask you to stop doing so.
3. Write articles or be interviewed as an expert in articles to attract more business sales leads to you. You or an assistant should regularly write articles with helpful information and promote your business at the end of the article. Alternatively, you can be interviewed as an expert in other people’s articles though you generally must have a pretty solid reputation to be approached for such interviews.