Generate an Unlimited Amount of Leads for Your Business- Part 1

Posted by Vernon Simpson on August 19, 2013

In the coming weeks I will be focussing on how you can generate far more leads for your business.

Where do your customers come from?

Most people would probably choose advertising as an answer. Or referrals. Or direct mail campaigns. This may seem true, but it’s not really accurate.

Your customers come from leads that have been turned into sales. Each customer goes through a two-step process before they arrive with their wallets open. They have been converted from a member of a target market, to a lead, then to a customer.

So, would it not stand to reason, then, that when you advertise or send any marketing material out to your target market that you’re not really trying to generate customers? That instead, you’re trying to generate leads?

When you look at your marketing campaign from this perspective, the idea of generating leads as compared to customers seems a lot less daunting. The pressure of closing sales is no longer placed on advertisements or brochures.

From this perspective, the general purpose of your advertising and marketing efforts is then to generate leads from qualified customers. Seems easy enough, doesn’t it?

Where Are Your Leads Coming From?

If I asked you to tell me the top three ways you generate new sales leads, what would you say?

• Advertising?

• Word of mouth?

• Networking?

• …don’t know?

The first step towards increasing your leads understands how many leads you currently get on a regular basis, as well as where they come from. Otherwise, how will you know when you’re getting more phone calls or walk-in customers?

If you don’t know where your leads come from, start today.  Start asking every customer that comes through your door, “how did you hear about us?” or “what brought you in today?” Ask every customer that calls where they found your telephone number, or email address. Then, record the information for at least an entire week.

Next week we will cover how we turn leads into customers and the importance of the conversion rates and qualified leads.

Vernon Simpson, Nydes Business Coach

Coaching Business Owners and Executives to their next level of Excellence


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