The owner of a trade and services-based business typically goes into business because they have a passion for the work they do and want to be their own boss. However, as the business grows, they begin to realise that it takes more than just passion and hard work to succeed. Generating leads and obtaining new customers is a necessary step to ensure that the business can continue to grow and thrive.
Lead generation is the practice of identifying and cultivating potential customers who have an interest in a business’s product or service. It is the start of the sales process and can be the difference between success and failure. The owners must have a steady stream of leads coming into their pipeline to ensure that at least some of those leads will turn into paying customers.
To help business owners generate leads, here are our top 10 lead generation tools:
1. Social media contest. Social media contests are a great way to attract potential customers. Create a contest with a prize that appeals to your target audience, such as a gift card or a free service. It’s important to check local regulations before running a contest.
2. Facebook Group videos. Making videos and uploading them to Facebook Groups can help you get in front of your audience. Create videos that provide valuable information about your industry and upload them on a regular basis.
3. Give something away for free. Offer a freebie on your website in exchange for visitors providing you with their contact information. Advertise the offer everywhere from the footer of your emails to social media profiles.
4. Direct mail. Direct mail is still an effective method for generating leads, but it must be done in the right way. Every piece of direct mail should refer to the one that came before it and create a sense of urgency with a limited offer. It’s also best to focus on a smaller area instead of trying to cover a large region.
5. Participate in local Facebook groups. Your target customers are likely already participating in local Facebook groups such as buy and sell groups, garage sale groups, or specialised community groups. Enter the group, offer value that doesn’t involve selling, and establish yourself as an asset to the group.
6. Brand audit. Take a look at your brand and see if it needs a revamp. A strong brand can motivate people to contact your business. It should grab the attention of your target demographic, make it clear what problems you solve, differentiate you from other players in the market, and make it easy for potential customers to contact you.
7. Existing list. Don’t forget about the people on your existing list. They may not be aware of all the products and services you offer, so remind them of what else you have available. Also, educate them about the products and services they may not be aware of.
#8. Acquisition. Consider acquiring existing businesses or their customer list if they are going out of business due to the difficult economy. Reach out to the customers and let them know that you will take care of them just as well as their previous provider.
#9. Referrals. Referrals are one of the best ways to generate high-quality leads at a low cost. However, many service businesses don’t ask for referrals enough. As part of your marketing and sales strategy, make it a habit to ask for referrals both before and after the job is completed.
#10. Partners and associates. Find businesses that cater to the same demographic but offer services that aren’t in competition with yours. Offer their customers a “Preferred Customer Discount” and extra special treatment. This will give the customers an incentive to use your services and it won’t cost the business anything.
Lead generation is essential for the success of any business, but it can be overwhelming to think of all the tools and strategies available. With the right tools, though, you can create a steady stream of leads and turn them into paying customers. Social media contests, Facebook Group videos, direct mail, and referrals are just some of the lead generation tools that you can use to increase the number of leads you generate. Keep in mind that it’s important to have a strategic brand and to take advantage of your existing list and potential business acquisitions. Partnering with other businesses can also help you generate leads. With the right tools and strategies, you can create a steady stream of leads and increase the probability of turning them into highly profitable customers.