How to Find Business Leads
Finding qualified leads or prospective clients can mean the difference between staying in business and being forced to shut the doors on your enterprise. There is no single quick fix guaranteed to generate a steady stream of work or customers. It requires diligent effort and time spent seeking out a number of sources to find good business leads.
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Things You'll Need
- Referrals from present/former clients or customers
- Access to a business reference section of the library
- Computer with high-speed Internet access
- Business cards and/or promotional brochures
- Business website
Instructions
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Generating Potential Business Leads
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1
Ask present or former clients or customers about colleagues who could use your products or services. Ask for a referral or permission to use their names when contacting the people they mention. Satisfied customers or clients represent one of the most solid source of leads.
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2
Research reference materials in the library or on the Internet to generate a list of qualified leads (see References). Possible sources include annual reports, business and trade publications related to your industry, electronic databases, and business guides such as Dun and Bradstreet or Moody's.
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3
Join or renew your membership in networking organizations related to your business. Attend meetings and other events. Be willing to provide leads for other members (who are not in direct competition with you) in exchange for receiving leads from them.
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4
Conduct classes, seminars or other public speaking opportunities related to your business. Contribute to blogs and write for trade publications. This is an excellent means for showing your expertise.
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5
Offer free or sample products to prospective clients, such as a newsletter. Offer discounts for customers who refer potential new clients. Feature the discounts on your website and in your promotional materials.
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Tips & Warnings
Always follow up any leads promptly. Be sure to mention where you learned about the lead. List your business with nonprofit organizations as an affiliated supplier. Ask for a link back to your website. When attending networking functions or conducting speaking engagements, be sure to bring plenty of business cards. For networking functions, take the business cards of other members. Note the date and event on the back as a reminder to yourself. Make your communications with prospective leads polite, yet targeted whether your initial contact is by letter, email or telephone. Do your best to reach the decision maker.
Use computer- or commercial-generated lists for possible leads with caution. Much of the information could be outdated or off-target. Always customize any pre-generated lists of prospective contacts. Do not "spam" prospective leads with widespread, generalized, impersonal contact, especially email. You run the risk of developing a bad business reputation and alienating prospective clients or customers.
