Lead generation for small business is one of the simplest and quickest ways to increase the number of customers and generate more revenue. That may sound like a bold claim, but in fact it’s borne out by facts from the real world – numbers of sales.
Here is why
Lead generation for Small Business
is such an effective strategy, and why you should certainly use it in your business.
Market differentiation. It sounds like a complex and difficult concept, but all this means is that generating leads makes you stand out in the market and appear different from your competitors, and that can only be a good thing. Most businesses – and that includes your competitors – will focus on making sales (for the most part a completely ineffective strategy) and will appear the same to your prospects.
It looks at the long term. Your prospects want to buy stuff, but they might not want to buy it just yet. If you concentrate on lead generation instead of making sales there and then, you accept this fact, and concentrate on getting your prospects to get to know you first.
More chances to sell. Funnily enough, by not concentrating on sales, lead generation gives you more chances to sell. In effect, you concentrate on building a relationship with your prospects, and selling over time.
Once you understand the importance of these three points, you can start to put a system together to get your lead generation moving. The first thing you need is a way to collect contact details, and as many as possible. This can include emails, postal addresses, phone and even old-fashioned fax (yes, some people still use them). But of all these, email is the best, simply because it’s cheap and convenient, and the strange thing is that most businesses are not taking advantage of it at all.
One of the best ways to collect email addresses is to advertise a page on your website that gives something away for free, especially some free information. A great method is to write a small report about how to choose a provider of your service. Titles can be things like: “Seven Things You Need to Know Before You Choose A…” then insert your business-type (electrician, plumber, house decorator etc.)
The great thing is that this makes you appear the expert, and probably nobody else in your market is doing this. In short, you’re starting a relationship by giving something for free, and also increasing the perception of your business as the best one to go to.
Once you have your prospects’ details, you can email them regularly, giving even more valuable information, and sell to them over time. This almost always leads to an increase in business, and great conversion rates to any offers or promotions you run. Even better, most other small businesses won’t have the courage to do this, or simply won’t be bothered to try, and that puts anyone who does do it at a great advantage.
All you have to do is simply put it into practice, and reap the rewards.
So what are you waiting for?