Let me ask you a question
Do you want more leads flowing into your life?
Now if you didn't just say, "Hell yes!" to that question,
then stop this video right now,
run to a Capital Grille Steakhouse
and go celebrate your awesome life.
Now back to the vast majority of us.
Most sales people are always looking for more ways
to generate leads.
And we've often been taught that we need to bang out
hundreds of cold calls each and every day
but that simply isn't true.
It's all about having a bunch of oars in the water.
In this video,
I'm going to show you 15 ways to generate sales leads
and tons of them. Check it out.
Number one, don't ever settle for just one lead source.
This is one of the biggest mistakes
that I see sales people make
is that they only have one source of leads.
Whether it's through making cold calls,
or through ... it's just from one marketing source.
And when we only have one lead source,
we become vulnerable because if that ever dries up,
we're screwed.
So don't ever settle for just one lead source.
What I recommend is that you have a couple.
Maybe three to five really reliable lead sources
that are slowly and consistently bringing in leads.
Because what that does is,
it really has a multiplicative effect
where you're now getting,
even if it's just a couple of leads a month
from each source,
that's a lot of leads when you multiply it
by five different sources.
Number two, use campaigns.
Now the old-school mindset about prospecting was that,
we basically bang out a a lot of cold call
and at the end of the day good things are gonna happen.
What I'm suggesting is that
instead of that old-school mindset of prospecting,
we wanna use prospecting campaigns
where we have a number of steps that we take,
each and every prospect through,
so that way, as we're going through the process of
trying to connect with a prospect,
they're slowly but surely starting to meet us.
They're slowly but surely starting to understand who we are.
So it's really reaching out to them
in a number of different ways
which we're gonna talk about here.
Bur thinking about how can we touch them in,
let's say 15 different ways over the course of
a couple of different months and then,
by the end ... by three months in
when they finally pick up that phone
or they finally respond to that email,
they know who we are.
Number 3, share valuable content.
This is really one of the most effective ways
to slowly but surely start to build a relationship
with our prospects.
The old-school traditional mindset about selling
was that the buyer had all of the value really.
They were the ones with the money and the purse strings
And the sales person was just trying to get into that money.
He was trying to get into that purse.
And the modern mindset towards selling is
we as sales people have a lot of valuable insight.
A lot of valuable content.
Or companies can create a lot of content
that can be really useful to the prospect,
or to the buyer in a way that they don't even have to pay
for that concert necessarily upfront,
so share that valuable content.
Maybe it's an ebook.
Maybe it's white papers.
Maybe it's some kinds of case studies,
but sharing that valuable content is slowly going to help
build a relationship with the prospect,
before they ever get on the phone with you.
Because remember most buyers are doing
at least 50% of their buying process
before they even talk to us.
We've gotta make sure that we're slowly giving them insight
that makes you say,
"Jeez, I've really gotta talk to this person."
Number four, Sripted Prospecting Calls.
I think so many sales people get really uncomfortable
with this idea of scripted calls
because they think, "We'll if I'm gonna be scripted,
"I'm going to sound scripted."
And so as a result
when they actually get a prospect on the phone,
they kinda meander, they go all over the place.
And they're very unlikely to be effective
when they're doing that.
You want to script out your prospecting calls.
You wanna know exactly what you're gonna say
when you get someone on the phone.
Do you know already exactly what you're going to be saying?
If you do, great.
But if not, script it out.
Just take 10 minutes to really write it out.
At the very least just have some bullet points.
But what I'm doing with every single one of my clients,
is I'm making sure that they have an exact script
that they're using when they talking to prospects.
And then practice is what gets to sound not scripted.
You just have to practice it couple of times
and make sure that it doesn't sound scripted.
But make sure you know exactly what you're going to say
by using that script.
Number 5, use voicemails to follow-up on the other methods.
Now there's been a lot of back and forth over the years
on the effectiveness of voicemails
and there's ... Again, the reason why we talk about
having many oars in the water, multiple oars,
is we never really know what's going to work.
But voicemails are a pretty effective way
to just get on the prospects radar.
Now I'm not suggesting that we leave a voicemail
every single time we make a call.
But use voicemail as a way to just show
that you're a real person.
when you send an email or you send over a package
or you sent over something that's of value to them,
follow-up.
And if I don't pick up, maybe leave a voicemail
and make sure that you know exactly what you're going to say
and that you've scripted it out,
And you're not just meandering and going on over the place,
but use that voicemail to follow-up on this other methods
that you trying to get through to the person.
Number 6, Email Sequences.
Particularly to my folks that are selling to
a large Universe of prospects.
Let's say you have a lot of different people that could be
your prospective client.
Email Sequences are incredibly effective.
And so what an email sequence is,
is it's basically a pre-planned sequence of emails
that are going to, essentially automated,
will go out to the prospect.
And by the way, it's not using constant contact
or some HTML email service.
I'm talking about from your personal email
or your work email so it seems like a direct email
from me to you but it's actually automated.
And so there are a lot of systems are there that do this.
There are a lot of CRM systems
that already can automate these sequences.
But come up with a sequence of four or five emails
that are sent over the course of a couple of weeks let's say
that are following up on one another that seem personal
and that maybe reference the specific company name
and their name and make it feel like
it's and authentic email.
If you've got a big audience
or a big universe of potential prospects,
this can be tremendously effective.
Because it's basically automating out
a lot of that tough work.
So the work that you have to do is
make sure that your list is good,
that the emails are right,
that you have the rights names,
that you have their company names spelled properly.
But other than that,
then you just upload it into the system,
and you just pump out emailed.
Its so incredibly effective.
Number seven, LinkedIn messages to get through.
Now people always wanna talk about social media
and I think a lot of time social media is over-hyped
in terms of its effectiveness with sales.
LinkedIn is an amazing tool for sales people
and if you're not using LinkedIn messages
to get through to those tough to reach prospects
then you're missing out because typically,
LinkedIn is connected to a person's personal email.
And so if you're sending LinkedIn messages
that are intentional, that are thoughtful.
That reference specific things to them,.
You're so much more likely to actually get through
and get it read.
So use LinkedIn.
It can be through the sponsored emails
or you can, if they're in your network of course,
then you can just directly connect with them
and send them a message.
But use LinkedIn in a way that's
personalized, intentional, brief
but as another way to connect with them.
Number eight, FedEx packages.
Now I use FedEx as the example
and FedEx doesn't give me money for this.
But it could be UPS or it could be something else
but there's something really powerful
about sending a prospect,
especially a high-level prospect, a package.
And particularly something like a FedEx package,
it just seems like something that's important.
FedEx packages get opened.
People actually open them
because they're not gonna just throw them out.
Even the CEO of a big company
is likely to open a FedEx package.
Maybe it has a book in it or something of value.
Not just a sample but something that's valuable
that they can actually use or get some ideas from.
Now you've got them in front of you.
And then you follow-up with the calls.
You follow-up using the campaign but using those packages,
really, really effective.
Number nine, introductions..
Asking for introductions all day long.
Now the data that we recently put together has shown
that top performers are asking for way more introductions
and referrals than average and bottom performers.
And so I use the the term 'introductions'
because I think 'referrals' is often confusing
and unclear what it is.
An introduction is very clear.
I'm asking you to introduce me to someone just like yourself
who I might be able to help.
Asking for introductions all the time.
Ask with every single person that you're in front of.
Get as many introductions as you possibly can.
And by the way, there's no downside
to asking for introductions.
And top performers are doing it at a much higher rate.
So be that top performer and ask every single person
you're in front of for those introductions.
Get them to connect you with other people.
Number 10, become a speaker.
Now people always say to me,
"Oh Marc, I can't be a speaker."
"I'm not a great public speaker."
Or "What's my expertise?"
You are an expert in what you sell which means
that you are an expert in solving the problems
that your prospects face.
Become a presenter.
Got to industry events or host private events
where you are the speaker
and you're not just giving a sales pitch,
but you're giving them valuable insight.
And, oh by the way, at the end you can set up meetings
as a result of that speech.
Becoming a speaker is ...
I know it's a high-level concept,
and a lot of people here watching this
probably won't do it but if you have the guts,
if you really have the confidence,
You are going to be so much more successful
because what you're doing is,
you're getting in front of all of these people.
All at one time.
Become a speaker.
Number 11, Targeted Networking.
Now I think a lot of sales people will use networking
as a way to get in front of prospects.
But what I think a lot of people miss
is really being targeted about it.
Being highly intentional about where you're networking
and what your goal is when you're actually networking.
So there's two forms of networking.
There's networking with your prospects
so you can join trade associations or some kind of a group
where your prospects actually are there.
And that's a perfect opportunity.
Targeted, really hyper-focused networking.
The other of course, is getting involved in groups,
that are your own industry
where you might be able to connect with people
who could possibly connect you to other folks.
That's good but not as good as the initial really targeted
networking where you're networking with your prospects.
And that's a place where you an get involved,
where you can really be specific and intentional
about who you're looking to connect with.
Number 12, Publish Articles.
Publishing articles is, again ...
I know a lot of people are saying,
"I don't have the time "to write an article".
Fine, hire a writer who will actually write it for you.
But you give them the ideas.
You give them the content.
And now that you've got these articles.
Now you're an author.
Now you can share the article with prospects.
And what's cool about an article is that
it doesn't feel salesy.
It's not like a brochure.
And article has information and has insight
and it's something that your prospects actually are
looking to read because they looking for solutions
to their problems.
if you publish articles and then share them,
send them out to people.
You are going to just get on people's radar
that much more effectively.
Number 13, Host Private Events.
I talked about becoming a speaker.
So maybe you are the speaker.
Maybe you get another person to speak
but hosting a private event,
where you invite your prospects.
Maybe you invite some of your top clients to come.
If it's a private exclusive event
at a venue that seems important.
Maybe it's a Ritz, or at a university club.
Or some place that feels exclusive ...
Not just to your company headquarters,
but invites people to come together,
and you give them content.
You give them real value.
Hosting these private events ...
People want to go to exclusive events.
You'll be amazed with how many people
re really willing to come to something
if it feels exclusive.
Number 14, Sell deeper.
Now we've spent all this time talking about,
"How do I get new business?"
But what about the business that you already have
that could be much more business.
Are you spending time
really going deeply into your clients' world,
understanding how you can be better helping them
and at the same time making those sales,
into much bigger sales.
Selling more deeply.
A lot of the time sales people, they close a sale
and then immediately go onto,
"Okay, I've gotta close there next."
But how can you sell more deeply into your existing clients.
They're already there.
They already like you.
They already know you.
How can you sell more deeply to those folks.
Number 15, Partner up.
Identify other organizations that maybe sell
to the same types of prospects that are competitive
but they really do sell to the same people.
And partner up with them.
identify people that could recommend you
and you can recommend them and you work together
to really grow each other's business.
They've already got some Clients.
You've already got clients.
Partner up.
Make it a situation where they're benefiting
from your relationship and you're benefiting from theirs.
Partnerships are really, really effective
when done correctly.
So think about,
what are some companies
that you could potentially partner up with
that have a client list that's similar to yours
where you could really have some synergy
IN working together
and cross-pollinating each other's lists.
Partner up.
So there are 15 ways to generate sales leads.
And tons of them.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
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