One of the best things you can do for your business is to keep your sales pipeline full of promising leads. It’s the secret to avoiding the feast or famine cycle, and it puts you in a position where you’re not so desperate to sell — after all, when you know your likely conversion rate, you don’t have to feel like you’re living and dying with each sale.
Sounds great, right? But how do you actually find the leads that you’ll eventually sell to? We’ve got six proven techniques for you to try:
Ugh, networking, I know. A lot of small business owners hate it, but actually, when you do it right, networking isn’t nearly the obnoxious, “power hour” process many people think of it as. What’s more, networking is one of the best ways to find new leads. The personal connection you can build with people when you meet them face to face always shortens the time it takes to generate new customers. (Struggle with networking? Read this.)
Speaking is a great way to subtly show off your credibility and attract people to you, rather than you having to approach them. And there are many different ways to do this. You can do small breakout workshops at a retreat, classes that you periodically teach, speaking on a panel at an event, or even hosting your own series of themed discussions on subjects related to your business … or anything else you can think of!
No matter how you feel about the Internet, you have to have at least some basic type of social media presence these days. So make the most of it! Use your social media profiles to show off your branding and personality. And the best part of social media is that you can instantly connect with pretty much anybody, which is great for putting you in contact with leads.
Great, high quality content like blogs, a book, or free downloads that give real value to your potential customers are all great, relatively low-cost ways to attract people, especially if you’re looking to build a mailing list of prospects.
If what you’re selling is relatively high investment — as in, people either need to spend a decent amount of money or time to benefit from them — then free taster sessions can be great for attracting leads. They give you a chance to show off your skills, and they let your potential customers experience what you do before making that bigger commitment just yet.
Having a magnetic pitch
Your sales pitch is one of the most important factors in attracting and converting your leads. But you have to make sure you’re creating it with your potential customers specifically in mind. Don’t just share all the information about your business that you care about, think about what they need to know and how they need to feel before they will want to consider working with you. Finally, be sure to include a story — as humans, we tend to tune out facts and talking points, but we’re wired to pay attention to stories.
Until next time,