If you don't have a stream of ideal client leads, that are happily willing to pay your rates to get the results, than running a business probably feels hard. It might seem like no one is interested in what you do, or like you can't charge what you're worth.
I'm exceptional at lead generation, because I understand what entrepreneurs need to implement to bring in ongoing leads. When you have a solid, well-oiled lead generation machine it makes it easier to fill your programs, sell your products, and ensure you get to work with a wonderful group of amazing clients.
If you struggle with getting quality leads for your business (and converting those leads into happy customers) this post is going to help you immensely.
Here are the 10 things I do every week to ensure I have a steady stream of quality leads.
1. Turn my attention to it. This sounds basic, however if you don't begin your week with a clear picture of when you will focus on generating new leads, and how you are going to generate those leads, you WILL get distracted, and get wrapped up in creation, in admin, or other tasks that are more comfortable. Begin each week by dedicating some time to charting your lead generation strategy.
2. Meet with my team. Make it clear that every person on your team is in sales and marketing. You are all responsible for generating leads. Whether it's through delivering great service, asking for up sells, or referring people to the business, get your team invested in the goal of enrolling new clients.
3. Dedicate appropriate time. In the beginning of running my business I spent 4-6 hours a day on generating new leads. Most entrepreneurs aren't spending enough time asking people to pay them money or buy their services or products. Schedule out time on your calendar to work on lead generation, and break it down by the specific high-value activities you will take.
4. Follow-up with warm leads. I have an evolving list of prospects whom I've talked with before. I follow-up, check-in, see where they are at, and ask them how I may serve them. I get sales every week from following-up with this list of contacts. When someone says "No" it usually means "not right now."
5. High technology, high touch follow-up system. I don't care if you've been in business a week or ten years, you need to have a good CRM (customer relationship management). A CRM is a database where you keep notes on previous interactions, as well as create tasks for what the next action you need to take with each lead.
You can automate follow-up steps to save time. If you're on a budget consider a free system or use an excel spreadsheet.
6. One major lead trigger. Plan on at least one big lead trigger per month, combined with smaller efforts to generate leads. This means one sponsorship, one webinar (with hundreds of registrations), one partnership, one speaking gig, one telesummit interview, one paid email blast. One event I know will get qualified prospects into a conversation.
7. Variety of smaller lead triggers. Supplement major lead triggers with a series of smaller, ongoing outreach efforts. These include a combination of using LinkedIn, email marketing, attending networking meetings, asking for referrals, up selling, and smaller partnerships and speaking gigs. The key here is you must stay consistent (and automate) week after week or you'll notice a massive roller coaster in your earnings.
8. Crystal clear goals. Know exactly how many conversations you need to have in a week in order to meet your goals. Review these goals weekly to make sure you're on track. Always know exactly where you stand, and if you need to add additional lead generation activities.
Action is the antidote to fear.
9. Zero excuses. Before you have a list, there is more heavy lifting. This can actually be FUN! You get to refine your message, figure out what works, discover the marketing tactics that are going to make up your overall strategy, and connect with your customers. Too many people resent this step, and avoid it, because it puts you face-to-face with your fears.
Apply the same standard a successful person would apply: absolutely zero excuses. If you need to have 3-5 conversations a week to meet your goal, then you don't stop until you've created those conversations.
Getting leads needs to be something you are willing to go the extra mile for... because you if you aren't... someone else will.
10. Referrals. There are people out there who share your mission and your vision and they are happy to refer clients to you. Creating a referral program that is fun for people to take part in is easy, and gets results quickly. Referrals are much more likely to become clients.
Take this to the next level by getting a free chapter of my book The Conscious Entrepreneur's Guide to Creating Wealth and learn how you can generate more leads, get more clients, and make more money in your business by visiting http://www.michaelmapes.org
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