How To Keep Generating Fresh Leads

Written by Sean McPheat | Linkedin thumb

20 June, 2018

lead generation written on a notepadYour pipeline is your Holy Grail for future leads.

If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks.

So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business?

Here are a few tips:

Divide your territory in a way that makes sense

One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these.

Because time in front of qualified customers is the most productive, it’s critical to maximise those moments and minimise the hours spent driving, doing paperwork, and visiting with no or low-return customers and prospects.

The question is, “How are you going to manage your time to make the most of it?”

Based on geography and the number of your accounts and prospects, you may divide your territory by area post code, by customer type, or by product…as long as you’re divvying it up in a logical way.

Minimise the amount of time spent on the road, or backtracking from town to town.

Improve your sources of fresh information

Sources of information will vary according to your customer/prospect’s industry.

Some examples are:

  • ‘Friends’ within the customer/prospect
  • ‘Google Alerts’ for latest stories, reports, articles
  • Press – business sections
  • Industry Analysts
  • Their Website
  • Blogs / social media
  • Press Room – latest stories, financial results, etc.
  • Linked-In – key decision maker’s backgrounds
  • Annual Reports – financial stability and performance, and future business strategy
  • CRM system information – most recent contact

Approach the new leads in different ways

  • Research your target’s business
  • Craft a custom message
  • Create a voicemail message
  • Lay the groundwork
  • Have primary and secondary objectives
  • Have a number of different approaches you can make to each prospect

Use LinkedIn’s search engine to build qualified lists of prospects

  • Check out your first connections’ credentials
  • Identify if any of your second connections have roles or responsibilities that would be beneficial to approach
  • Decide which of these connections would benefit from being contacted by you to connect with them
  • Check out specific groups that you belong to and see if any group members are close by geographically who would be open to connecting up with you
  • Generate a few articles that would allow you to show connections that you are someone they would gain from being in touch with
  • Create reasons for contacts to want to approach you on LinkedIn and through other means

Some of these ideas will reap quick rewards while others are slow-burners.

The trick is to keep the generation of leads high on your list of priorities so that they help you to keep your pipeline full.

Happy Selling!

Sean McPheat

Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo

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