Who couldn't use more prospects nowadays? The more, the better, in my opinion! Sales trainer Jim Klein has several ways for you to garner new prospects - try a few, and then try others to find out what works best for you.
Sphere of Influence
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.
Cold calling
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!
Knocking on doors
This method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?
Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of concerning your product or service.
Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.
Mass mailing
Also known as direct marketing. Successful use of this method requires mailing a well-written sales letter to a targeted mailing list.
Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.
Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.
Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. Whenever I'm in the chair, the conversation covers a variety of topics. Offer them $1 for every card they pass out or motivate them even more by offering a percentage of the sale that results from their referral. I've even picked up business myself while getting my hair cut. Keep your ears and eyes open at all times.
Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That is twenty cards times five workdays. If you're really ambitious, do it on Saturday and Sunday also.
"When you're looking to generate lots of quality sales leads, the more lines you have in the water the more fish you're apt to catch," says Klein.
Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients, close more sales and generate an abundance of referrals so they can increase their income and enjoy life more.
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