How to Generate Phone Leads
Generating good, qualified phone leads is tough. You must be persistent and consistent in order to create a steady flow of leads. There are really only two ways to get good leads: Pay someone else to do it, or do it yourself. The irony is that to generate good phone leads, you often have to call hundreds of people on the phone, all but a few of whom won't be good leads. However, by using simple networking skills, you can generate all the phone leads you will need. And they will be better, more productive leads than those you would spend hundreds of dollars to purchase.
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Instructions
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Generating Phone Leads by Networking
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Be prepared. Get professional-looking business cards. Keep them basic and uncluttered: business name, your name, contact information and maybe a short, well-worded reminder of who you are. This creates a professional first impression. You can get business cards made online for practically nothing. Also, always carry a pen -- one that works. You never want to encounter a lead and not be able to jot it down.
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Engage people in person. Start by making a list of everyone you know, but branch out: People are everywhere, and you just need to talk to them. They could be fellow shoppers in the grocery line, the clerk at the counter, riders on public transportation or anyone else you meet. Strike up a conversation. A simple mnemonic to keep conversation going is the acronym "F.O.R.M.," for "family, occupation, recreation and message." With these four topics in mind you can carry on a conversation for as long as necessary.
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Ask for the lead. When you get to the "message" part you your conversation, tell them what you do in a nutshell and ask them if they would like to know more. Give them two of your business cards -- one to keep, and one to write their name and phone number on. After you part, write yourself a concise note about the conversation, noting any areas of interest that will make good conversation starters when you call. When you get home, transfer the lead and notes to your call list.
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Follow up. Call in 24 to 48 hours to re-establish contact and set an appointment. Document your conversation in a day planner. Next to the appointment time, write the date or page of your day planner on which the note appears, and review it prior to the appointment.
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Always ask for referrals. This is a gold mine for additional leads. Using a friend's name as a referral source when you call establishes immediate credibility, putting you ahead of the game.
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Tips & Warnings
Calling out of the phone book is time-consuming and unproductive. People get annoyed at automated systems.
Be aware of "do not call" lists, both national and state. There are penalties for calling people who have requested no calls. By generating your own leads, you avoid this problem.
