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There are five keys to developing more leads in your b2b business, as Michael J. Tolen, chief inspirational officer of World Class Group explained them in this video.
Developing leads is the most essential piece of the sales model as no one can sell to ghosts, you need fresh faces from the right places and this is why developing the right lead generation strategies will pay you enormous dividends.
1. One of the most effective ways to generate great leads for your new sales is through your ability to get referrals from your existing clients.
Never be afraid to ask your clients if they know anyone who might benefit from your services, many companies offer incentives or run competitions with their own clients to achieve this, referral leads are cost effective and the closing rates are usually higher than any other program you might adopt.
2. Channel Partnerships- Strategic alliances
Partnering with businesses that have a client base that do not compete with you is an excellent way for you to gain traction and results by forming alliances, find a rewarding reason for these new partners to join forces with you and share the benefits of this synergy. You can announce this alliance through press releases to jump start your success!
3. Cold Lead Generation: Every day, one of your competitors is knocking on a new customers door, either through canvassing in person or through telemarketing or social media. Do not wait for your competition to connect with your next sale, get busy building a fresh lead generation stream by contacting unknown potential clients as fast as you can!
4. Lead generation through sponsoring business related or industry related events, seminars, conferences is an excellent way for you to grab new leads for your business which can be targeted by industry or location.
5. Offer Free-mium services through social media and internet!
The deployment of a free service through social media can go a long way to get you the leads your sales team needs today. Offer a free consultation, a free seminar, a free intro to your product or service where margins and conversions can pick up the slack and put you into the profit zone.
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