The bottom line for sales success comes down to this:
The One Who Generates The
Most Leads Wins
The more leads you have, the more opportunities you have to close more sales. This is true of every industry in every country. Even if you are not great at closing sales, if you can be good and generating leads, you can win. Why? More opportunities simply makes it easier to win.
This is why I focus so much of my time, energy, content, and budget on lead generation. When I know I have a steady flow of leads coming in, I know I will be generating sales. When my leads flow slows down, it just makes sense that sales are going to follow.
What Is a Lead?
To put it simply, a lead is a potential customer. This is anyone who has expressed some level of interest in your business’ products or services.
Types of leads
In general leads fall into two broad categories: cold leads and warm leads.
A cold lead is someone who hasn’t actually expressed any interest in your business. They could potentially become a customer but, so far, they either don’t know your offer exists or they just haven’t expressed any interest. Leads of this type are usually nurtured through marketing tactics such as advertising, cold calling, door knocking, and similar practices which engage a potential customer who has no prior knowledge of a company or service.
A warm lead is a potential customer who is aware of your business and has expressed some interest in your business through marketing, sales, product, or service at one time or another.
How To Generate Leads (the warm kind)
The key, for me, has been to make sure I have a capture form set up on my blog pages and my web sites. I also use stand alone capture pages for direct promotions. I don’t ever directly promote a sales or registration page. I promote pages that offer more information to those who are interested.
I drive traffic to my blog pages and capture forms through advertising, social media promotion, direct referrals, etc..
Once someone fills out the form, they are a warm lead. From there, my autoresponder follows up with them sending information about the product, service, or opportunity they want to know more about. This gives me an opportunity to build rapport and let my leads get to know me better. More importantly, they get to understand how I can help them solve a problem or fill a need.
If someone decides they are no longer interested in the offer they asked about, they can simply unsubscribe by clicking a link that appears at the bottom of each message.
If someone decides they are interested, they can contact me with any questions, go directly to my sales or registration page, and they become a customer.
Here’s a quick video overview of how I generate leads on a daily basis:
What are some of your favorite ways to generate leads?
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