Small Business Generating Sales Leads


It is important for small business owners to know how to generate sales leads.  Actually, even if you are just an independent contractor, you need to know how to do this.  It is the lifeblood of any business to get quality leads.  Here is the process in which to find the sales leads you to need.

First of all, you need to identify your target market.  If you don’t know the demographics of the type of customer that is most likely to buy your product or service at the highest price, you have nowhere to start with.  The best way to identify your target market is to simply look at the history of the types of people who have already bought your good or service.  If you are doing something like selling life insurance, it doesn’t really matter as much about demographics.  You just want people pretty much anyone interested.

Once you have found your target market, you are now ready to get some leads.  There are two ways you can approach it.  You can get mass leads, but less quality.  Or you can get fewer leads, but higher quality.

If you want mass leads and don’t mind pounding away at the phones until you find customers, you can try a lead generation company like InfoUSA.  They will sell tons of leads at pennies apiece.  You can even have some demographic criteria too.  But again, these will be cold leads.

If you want high-quality leads, you will have to pay for them or get them yourself.  One of the best ways to get free high-quality leads is through networking.  This happens through going to social events, networking events, joining clubs like Rotary or the Elk’s Club.

You can also do marketing campaigns and find leads that way.  You basically start posting ads, then get people to email or call in.  Those are great leads because they are people already interested and are asking for your service directly.  You’ll have to set aside a marketing budget so you can do this.

These are some of the ways you can generate leads on your own.  If you are in sales, own a small business, or an independent contractor, it will do you well to learn and get good at this step of the game.  It’s a crucial part that will affect every other thing you do after this.  So don’t take generating leads lightly.  It is the first step in selling customers.

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