10 Simple Steps to Build a Long-Lasting Business
Are your lead generation techniques working for you?
Have you tried different lead generation techniques, only to fall short of your goals for inquiries and new business?
If so, here are our top ten techniques to increase sales and new business inquiries.
10 Steps for Long-Term Lead Generation
1. Market and Advertise Offline and Online
A lead generation strategy is useless without a way of getting prospects to the first rung of the ladder. This means successful advertising and marketing of your business. A good marketing strategy can motivate cold prospects to become warm leads and take the first step in doing business with you. Read my FREE eBook for more information on this.
2. Build a List
Your list is your most important asset. Most prospects aren’t ready to buy the first time you come in contact with them, but they may be ready at some stage in the future. A well developed list, packed full of prospective customers allows you to see better returns, cut marketing costs and maximize the returns from the money you do spend.
Of course good list building is not just an excel sheet with everybody’s email address. A good list is detailed, segmented into different types of buyers and is regularly updated with new information. It’s the backbone of every good lead generation system.
3. Schedule Appointments
For those businesses with a more complicated sales process that requires a personal approach, the next step after a prospect shows interest is to arrange for a meeting. Depending on your business and resources, you might consider using a professional appointment setter to do the legwork.
4. Close the Sale
If your prospect expressed an interest or met you for an appointment, they’re interested in what you have to sell. How interested? Ask them to buy it. They can either say “yes”, “no” or “not now”.
Whatever the result, by closing the sale you’ve moved the process along. You may have a new sale. You may move a prospect along your sales system towards a future sale. You may have eliminated a prospect that could have cost you time in the future. Of course you don’t want to come across as pushy, but don’t make the common mistake of shying away from asking for the sale.
5. Build a Follow Up List – Clients and Prospects
As your list grows you’ll want to split it into two (or more) kinds of follow-up lists. One is for current and past clients. You’ll ask them for future business, sell new products and services and ask for referrals. For existing customers you’ll also need to use effective customer retention programs because these are the people you need to pay the most attention to. After all, it’s always cheaper to keep existing customers than to acquire new ones.
The second is for prospects who aren’t clients – yet. From that list you’ll want to implement Step 6.
6. Identify the Most-Qualified Prospects
As your list grows even more you’ll want to segregate it to make more money by spending more energy and time on your “A” prospects. Spend less time and energy to your “B” and “C” prospects. The first step is to create profiles of who the A, B and C prospects are.
The next trick is to starting using your automated systems to make C prospects into B’s and B prospects into A’s (and A prospects into paying customers.)
7. More Closing
If your prospect didn’t buy from you the first time, you should have put him on your mailing list. Find ways to follow up with him so you’re there when he is ready.
[Alec Baldwin - Best Performance On Closing]
8. Keep in Touch with Prospects
Keep delivering useful content to your prospects, keep making offers, closing, and asking for the sale with all your prospects who haven’t bought yet. You never know when they’re ready to buy. But when they are, you want to be there.
9. Keep in Touch with Customers and Clients
Once you convert a prospect into a customer, don’t ignore them! It’s more profitable to do business and keep in touch with clients who know and trust you. Advertising and prospecting for new business, in the cold marketplace, is the most expensive kind of business development.
10. “Rinse and Repeat!”
Turn your long-term lead generation techniques into a repeatable cycle. Turn lead generation techniques into a system. Don’t reinvent the wheel.
Do it yourself: For more lead generation ideas, Download My FREE eBook