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I’m going to show you seven ways to generate more sales leads this year with a prospecting campaign.

Generate more sales leads #1: cold email should drive the entire campaign.

In today’s world of selling the data is unequivocal about the fact that cold email, sending emails to prospects is one of the most effective ways to generate interest, to generate meetings, but that’s not where we stop. Yet, cold email is one of the easiest ways to drive the entire prospecting campaign because you can use a lot of automation nowadays, and you can connect with your emailing into your CRM system, so it’s very easy to make email the first process, the first step in the prospecting campaign. And then everything else is going to support around sending those prospecting emails.

Generate more sales leads #2: LinkedIn connections.

This is a huge missed opportunity if you are not making LinkedIn connections with your prospects because the data shows even if you send a random LinkedIn connection to someone that doesn’t know you, you still have about a one in four chance of having them accept your connection. I’m not talking about just sending out automated LinkedIn connections. I’m talking about using personalized LinkedIn connections after you’ve sent them the cold emails.

Generate more sales leads #3: prospecting calls.

Many sales reps are starting their prospecting process with the cold call. And that’s a huge missed opportunity because let’s say that you get a prospect on the phone on the first dial, which is very unlikely, but let’s say you do. If they have no idea who you are, it is going to be very difficult to engage them in a conversation. Now I’m not saying it’s impossible. It works, and you can do that, but it’s much more difficult than if you’re making a call after you’ve sent them a couple of emails, and you’ve made that LinkedIn request, and if you get them on the phone now they’re much more likely to know who you are. And that makes the call instead of a cold call it makes it a warm call.

Generate more sales leads #4: voicemail.

So many sales reps never leave voicemails, and this is also a lost opportunity. If you’re making all of these dials, you might as well every once in a while, leave a voicemail. The question is, what are you going to say on the voicemail? And I have several videos on actually leaving voicemails so you can look that up. Still, the key idea here is that you want to for every let’s say four to six dials you want to leave a voicemail, and you want to make it part of what you’ve been doing, what you’ve been sending to them along the way.

Generate more sales leads #5: FedEx package.

People are interested in what they received if it’s a package if it’s a box. So this is not going to be for every prospect you have on your list, but maybe for your prospects in your top 20 list, send them a FedEx package. You can send a book or a sample, but, ultimately, if you send it along with some note, ideally a handwritten note, it will get opened.

Generate more sales leads #6: a letter.

This is as old school as it gets, yet writing letters is a lost art. For so many years, everyone was sending letters to prospects. Nowadays, nobody is sending letters. It’s a potent tool. It can be a professional typed up letter, and I suggest that you put your real signature, and maybe just some kind of a handwritten P.S. at the bottom, and what you’re going to do is you’re just going to stand out because people are likely to open a letter, especially if you handwrite the address they’re much more likely to open that letter.

Generate more sales leads #7: drop-in.

Talk about old school. I am talking about literally walking to someone’s office. Now I know that that’s not possible in every scenario. You may have a prospect whose somewhere else in the country, and you’re not going to be able to just drop-in, and that’s fine, but there are probably prospects nearby you that you could be dropping into their office.

Bonus tip #1: exclusive event invitations.

This is a bonus tip because I know not everyone is going to use this, but if you put together an exclusive event, and you send them an invitation to an exclusive event that is going to be a really attractive thing to the right prospect.

Bonus tip #2: tweet them.

I made this a bonus because it’s not going to be relevant to every prospect, but a lot of high-level prospects are on Twitter, and they’re pretty active. If you have a prospect that is on Twitter, you can send them a direct message, or you can tweet at them publicly, and you’re just that much more likely to get in front of them.

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