How to Generate My Own Leads

A business lunch with a client is a great way to generate new leads.

In most businesses, in order to grow, having a way to generate your own leads is a must. Advertising can bring in leads, and leads can be purchased from list brokers. However, both these methods can be expensive, cutting into profits. Many small business owners do not focus on lead generation, because they are busy with other tasks or do not know where to begin. Here are three relatively easy ways to generate your own leads.

Instructions

Past Customers

1. Identify your best customers, what they purchased from you in the past and why. Past customers are always the best leads, because they have already proven that they are willing to buy what you sell and are willing to buy it from you.

2. Target an additional product or service your customers might need that you offer. Determine how it might benefit those clients.

3. Call your clients and tell them that you were thinking about their needs, with the aim of discussing how that product or service will benefit them. The simplest way to do this is usually to just pick up the phone and say, "John, I was thinking about you yesterday. I was wondering if your xyz product (or service) might be something you could use."

Referrals

1. Call your best customers. If possible, invite them to lunch.

2. Ask them about their satisfaction with the products or services they have bought from you. Once they have stated their satisfaction, it is time to ask them for referrals. If they are unsatisfied, this is your opportunity to change that.

3. Explain that you are looking to build your business and ask for their help. Ask them for the names of three people they know who would be most likely to use your products or services. Be direct. For example: "Mary, I need your help. I'm looking to build my business. Of all the people you know, who would be the one most likely to use my services?"

4. Take out your pen (to write down the names) and wait. If this is your first time, try not to be nervous or show hesitation. Remind yourself that this is a reasonable request. Your customer will react to your body language and will almost always provide you with a name.

5. When you have one referral, ask for a second. Then ask for a third.

6. After three referrals, thank your customer. Ask if they mind using their name when calling these people and ask for their phone numbers.

Free Offers or Discounts

1. Decide on a service or product you can offer for free. This could be free information about your industry, a free consultation or a free sample. Anyone who expresses an interest in these services or products is a lead for your business.

2. Place this offer on your website with a web contact form. Ask for a name, company name, e-mail address and telephone number.

3. Place this free offer or discount, along with a link to the Web page, on your advertising and on your e-mail signature.

4. Contact the people who fill out the Web form. Ask about their satisfaction with what they received. Then tell them about additional products or services you offer.

References

• Interactive Marketing: Lead Generation

Resources

• Seth Godin: How to Get Referrals