Generating Sales Leads

How Can I Generate Sales Leads?

 

 

When it comes to generating sales leads, everyone has their own personal opinion of what works and what doesn't. One thing that can be said is the fact that lead generation is the lifeline of business development. Finding great leads is a path to more sales, revenue and profits. In Thought Transformation's sales training classes, we teach our clients in detail the 10 best ways to generate paid leads. In this article, we're going to explain how you can generate sales leads.

 

Direct Referrals

 

Everyone has an opinion about the best ways to generate paid leads. In my opinion, one of the best ways to generate paid leads is by direct referrals. Right? Customer referrals are a great way to generate sales leads. If your business is providing quality services, chances are that their business will recommend you if the situation arises. You do know that every customer and client matters, yes? Be sure your current clients have your business card and contact information. Don't forget, always provide quality services.

 

Co-Marketing

 

You are probably already marketing locally, nationally or online. As you may already know, marketing on multiple levels can get expensive. What about a vendor or association with a non-competitive business? You can help each other share ideas, promotions and links. They can promote your business while you promote theirs. If you work in separate sectors, you may even be able to generate leads with one another.

 

SEO Services

 

As the online world continues to grow, SEO services are becoming a great way to generate sales leads. Also known as search engine optimization, SEO can help you increase your online rankings and help grow traffic to your website. Some SEO companies are able to provide SEM and PPC services as well. All three methods are great ways to generate leads. Although search engine optimization takes time to develop, it will benefit your company in the long run.

 

Lead Generation Training

 

Thought Transformation has been providing lead generation training for a decade now. In total, Thought Transformation has 20+ sales training courses in all. Be sure to visit our main website and discover all the sales training courses we offer. We're located in Atlanta and service surrounding areas. For complete details, call Linda at (770) 846-3510 or visit Thought Transformation.

One Big Reason Why Salespeople Fail to Get Meetings with Prospects

Here's the scenario. Bob is calling prospects to get a first meeting. He says, "Hi Prospect. This is Bob, and I would like to come meet with you to learn more about your company and see if our product is a good fit.”

What do you think of that message? Is it strong enough, powerful enough, compelling enough to get a meeting?

I say no. Prospects do not meet with salespeople to engage in vague discovery conversations. Prospects will meet you if they have a problem and they think you can solve it.

Think about what you are saying when you are prospecting, and ask three questions:

• Is your message specific?
• Does it clearly communicate the problem you can solve and the benefits to the prospect?
• Is your message compelling?

Clients will accept meetings from sales professionals when they understand how you can help and they know it is in their best interest to meet with you. If you want better results, it's worth spending 10 minutes to look at your message and find a way to improve it.

 

The FUD Approach

Fear. Uncertainty. Doubt. Believe it or not, this is what you want a buyer to feel, because if they feel these emotions after hearing your selling message, they are willing to meet with you.

Fear is a sense of impending and immediate danger. It is the strongest of the 3 emotions, and created when buyers recognize they are at risk. Buyers who feel fear are willing to change to eliminate danger.

Uncertainty is caused by worries about possible negative consequences in the future. When buyers feel uncertainty, they want to resolve it because no one likes to worry. Often, that prompts them to meet with the salesperson that offers a solution to eliminate concerns.

Like uncertainty, doubt is also created by worries about a negative future. Doubt is a nagging feeling that causes buyers to worry that a situation will turn out badly.

Fear. Uncertainty. Doubt. To eliminate these emotions, buyers make purchases. How can you strengthen your selling message—or create a completely new one using FUD?

Thought Transformation provides sales training courses in Atlanta and surrounding areas. Be sure to visit our website or call (770) 846-3510 to learn more about our sales training program.