Sales Leads Generation - How To Get Leads Consistantly & Get Recommended By Your Customers

Generating Leads

Generating leads is a must do, especially when you don’t need them. It’s a practice that should be done on a daily basis and can keep the ‘pipeline’ full for when you are in need of leads.

Let’s say you set a goal of about 30 leads per day. They can include people you know, people you just met and anyone you think might be in need of your companies product or services, whether they know it or not right now, and we’ll get into that later in more detail. You keep building on this list and this is generating leads, sometimes called prospecting.

Actively Seek Out Leads –

But it doesn’t stop there. When you are at a party, the pub or your child’s school recital you need to gather names, business cards, or whatever you can from other people. This is known as networking and it will help you to generate leads. It’s also called being proactive. You are actively seeking leads for your client base.

Get Recommended –

Leads can come from anywhere. If you just sold a client several items and are shaking hands to say thank you and good-bye, ask if they know of anyone who could use your services or the products. If they are happy with you, your service and/or the product, then they will not hesitate to recommend you to their clients and customers and friends and family. This is generating a lead.

Then what do you do? Let the people know you have this product or service and are willing to help them. Let them know they need this product or service and you are the person to help them obtain it. You can do this by calling on them after a few days have gone by from the time you met them, and this is called warm calling because you’ve already met them, and they are already on your list.

Another way to generate leads is called ‘cold calling’. Many sales people don’t like to cold call customers because of the rejection from people they don’t know. I would rather get a no from someone I don’t know than from someone I do know! But the more cold calls you make, the more prospects you turn up and the better your sales will be.

Prove It –

Be innovative and intelligent because your client might demand more value and expect you to provide detailed information on your services and products. When contacting a new prospect, you might have to verify your accomplishments with a current customer. Say I work with ‘such and such’ if they want references. You must also completely describe the unique advantages of your products or services. Communicate to them in-depth knowledge of your entire industry, not just your company, and demonstrate to them that you are a professional salesperson.

Ask open-ended questions to determine your prospect’s requirements and needs. Make sure you uncover all the prospect’s concerns and then you should ask how, what, where, why and the all-important what if. Ask your prospects what they do, how they do it, where they do it, and why they do it.

What Will Become Of You?

Be perceptive. Professional salespeople are always looking ahead – trying to anticipate results. Proactive salespeople think about the next step in the sales process, look for new opportunities, constantly improve their selling skills by practicing and learning new things, and accept complete responsibility for the sale.