10 Ways to Generate Leads

Smart salespeople use a variety of methods for identifying prospects. Here are 10 tried-and-true ways to get qualified leads:
1. Referrals. These are much easier to sell to than a new lead. Just ask current customers if they know anyone else who could use your products or services.
2. Networking. Join organizations that bring you closer to potential buyers. Increase your exposure by becoming an active member. (Talk to me about how I'm involved in the Osceola Chamber of Commerce)
3. Trading Leads. This works best with other salespeople who sell in the same markets as you. There are even "Leads Groups" that meet weekly or bi-weekly to share leads.
4. Lists. Obtain highly accurate lists of businesses and people in your target markets. You can target income ranges, family demographics, ethnic groups, homowners, renters...I think you get the picture, we can zero in on your target.
5. Business Directories. These often provide additional information about businesses and people in your target markets. You can also subscribe to some online like you will find at www.salesgenie.com
6. Canvassing. Canvassing is done by physically walking into offices and introducing yourself. You might even get an opportunity to speak with a key contact. (Sometimes we call this "cold-caling" some people think it's scary, but if you do it right it doesn't have to be).
7. Direct Mail. Did you know the typical consumer is hit with 4000+marketing messages a day! How effective can a mail piece delivered directly to your prospect with a relevent message be? VERY!!! Make sure you grab their attention in the first 1-2 seconds though or it might not get completely looked at.
8. Trade Shows & Community Events. These provide excellent opportunities for face- to-face contact. Pay attention to your local area, there are often smaller trade shows or community events you can take advantage of.
9. Business Journals. These help keep you up to date on companies and their people, such as those who have been recently hired or promoted. If you want to make it really easy you can subscribe to an "rss" feed. I have an app on my google home page that shows me the headlines from my local business journal every day!
10. Old customers. Are you considering ways to breath old life into your new accounts? I have specific letters I send out to invite former customers to do business with us again!
11. Bonus Tip: Keep Your Existing Customers: When was the last time you talked to your best customers and thanked them for doing business with you. The new year is a perfect time to call your top customers and ask them what they will be doing for 2009 and how you can help them!

www.pipmarketinggroup.com