Written by Sean McPheat |
Gone are the days when you had to wait for your company to build your leads for you.
You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you.
Those golden nuggets of information that would give you your next sale.
Today’s sales professionals know that they themselves are in charge of lead generation.
Yes, your company leads may well supply opportunities for contacts, but the sales person who succeeds today acts like an entrepreneur for their own business.
They build their own lead platform and create leads that no-one else is seeking.
Here are three ways to generate fresh leads:
1) Build your personal brand and image on business social media platforms
Does this take time?
Yes, but see it as an investment in your future.
Whereas the leads your company gives you are immediate, the building of your personal brand is a slow-burner that quickly starts igniting.
LinkedIn, Facebook for Business, Twitter and others all offer chances for you to enhance your business status in prospects’ eyes.
What does this involve?
2) Attend conferences and networking events
I’ve heard salespeople say ‘What? I thought those things were dead, and everyone’s using social media?’
Well, while it’s true that social media has enhanced the ability of salespeople to get in touch with myriads of people, never discount the good old-fashioned trick of actually meeting real people in real surroundings.
Remember, though, to go to these events with a spirit of giving, not taking.
You need to see this as a chance to show people you have value to offer.
If you want to gain leads at events or seminars,
3) Become an educator, a visible expert who can influence prospects’ businesses for good
People don’t want to be sold to.
They want to learn something new and feel they can take their business to the next level.
You need to be known within your industry as someone who adds value at every touchpoint.
Someone who, if contacted by a business, offers valuable advice instead of a sales pitch.
How can you do this?
By building your reputation as an expert in your field, you become the ‘go-to’ person for prospects and existing customers and reach out to a continuously-growing field of leads.
These are just three ways that successful salespeople are building their leads today.
Don’t expect your company to always make sales easy for you.
Take personal responsibility for building your leads and you’ll see opportunities build in quality and quantity.
Originally published: 2 March, 2018