15 Ways to Generate Sales Leads, and Tons of ‘Em

Let me ask you a question Do you want more leads
flowing into your life? Now if you didn’t just say,
“Hell yes!” to that question, then stop this video right now, run to a Capital Grille Steakhouse and go celebrate your awesome life. Now back to the vast majority of us. Most sales people are
always looking for more ways to generate leads. And we’ve often been taught
that we need to bang out hundreds of cold calls each and every day but that simply isn’t true. It’s all about having a
bunch of oars in the water. In this video, I’m going to show you 15
ways to generate sales leads and tons of them.
Check it out. Number one, don’t ever settle
for just one lead source. This is one of the biggest mistakes that I see sales people make is that they only have
one source of leads. Whether it’s through making cold calls, or through … it’s just
from one marketing source. And when we only have one lead source, we become vulnerable because
if that ever dries up, we’re screwed. So don’t ever settle for
just one lead source. What I recommend is
that you have a couple. Maybe three to five really
reliable lead sources that are slowly and
consistently bringing in leads. Because what that does is, it really has a multiplicative effect where you’re now getting, even if it’s just a
couple of leads a month from each source, that’s a lot of leads when you multiply it by five different sources. Number two, use campaigns. Now the old-school mindset
about prospecting was that, we basically bang out a a lot of cold call and at the end of the day
good things are gonna happen. What I’m suggesting is that instead of that old-school
mindset of prospecting, we wanna use prospecting campaigns where we have a number
of steps that we take, each and every prospect through, so that way, as we’re going
through the process of trying to connect with a prospect, they’re slowly but surely
starting to meet us. They’re slowly but surely
starting to understand who we are. So it’s really reaching out to them in a number of different ways which we’re gonna talk about here. Bur thinking about how
can we touch them in, let’s say 15 different
ways over the course of a couple of different months and then, by the end … by three months in when they finally pick up that phone or they finally respond to that email, they know who we are. Number 3, share valuable content. This is really one of
the most effective ways to slowly but surely start
to build a relationship with our prospects. The old-school traditional
mindset about selling was that the buyer had
all of the value really. They were the ones with the
money and the purse strings And the sales person was just
trying to get into that money. He was trying to get into that purse. And the modern mindset towards selling is we as sales people have a
lot of valuable insight. A lot of valuable content. Or companies can create a lot of content that can be really useful to the prospect, or to the buyer in a way that
they don’t even have to pay for that concert necessarily upfront, so share that valuable content. Maybe it’s an ebook. Maybe it’s white papers. Maybe it’s some kinds of case studies, but sharing that valuable
content is slowly going to help build a relationship with the prospect, before they ever get
on the phone with you. Because remember most buyers are doing at least 50% of their buying process before they even talk to us. We’ve gotta make sure that
we’re slowly giving them insight that makes you say, “Jeez, I’ve really gotta
talk to this person.” Number four, Sripted Prospecting Calls. I think so many sales people
get really uncomfortable with this idea of scripted calls because they think, “We’ll
if I’m gonna be scripted, “I’m going to sound scripted.” And so as a result when they actually get
a prospect on the phone, they kinda meander, they
go all over the place. And they’re very unlikely to be effective when they’re doing that. You want to script out
your prospecting calls. You wanna know exactly
what you’re gonna say when you get someone on the phone. Do you know already exactly
what you’re going to be saying? If you do, great. But if not, script it out. Just take 10 minutes
to really write it out. At the very least just
have some bullet points. But what I’m doing with every
single one of my clients, is I’m making sure that
they have an exact script that they’re using when
they talking to prospects. And then practice is what
gets to sound not scripted. You just have to practice
it couple of times and make sure that it
doesn’t sound scripted. But make sure you know exactly
what you’re going to say by using that script. Number 5, use voicemails to
follow-up on the other methods. Now there’s been a lot of
back and forth over the years on the effectiveness of voicemails and there’s … Again, the
reason why we talk about having many oars in the
water, multiple oars, is we never really know
what’s going to work. But voicemails are a pretty effective way to just get on the prospects radar. Now I’m not suggesting
that we leave a voicemail every single time we make a call. But use voicemail as a way to just show that you’re a real person. when you send an email or
you send over a package or you sent over something
that’s of value to them, follow-up. And if I don’t pick up,
maybe leave a voicemail and make sure that you know
exactly what you’re going to say and that you’ve scripted it out, And you’re not just meandering
and going on over the place, but use that voicemail to
follow-up on this other methods that you trying to get
through to the person. Number 6, Email Sequences. Particularly to my folks
that are selling to a large Universe of prospects. Let’s say you have a lot of
different people that could be your prospective client. Email Sequences are incredibly effective. And so what an email sequence is, is it’s basically a
pre-planned sequence of emails that are going to, essentially automated, will go out to the prospect. And by the way, it’s not
using constant contact or some HTML email service. I’m talking about from your personal email or your work email so it
seems like a direct email from me to you but it’s
actually automated. And so there are a lot of
systems are there that do this. There are a lot of CRM systems that already can automate these sequences. But come up with a sequence
of four or five emails that are sent over the course
of a couple of weeks let’s say that are following up on one
another that seem personal and that maybe reference
the specific company name and their name and make it feel like it’s and authentic email. If you’ve got a big audience or a big universe of potential prospects, this can be tremendously effective. Because it’s basically automating out a lot of that tough work. So the work that you have to do is make sure that your list is good, that the emails are right, that you have the rights names, that you have their company
names spelled properly. But other than that, then you just upload it into the system, and you just pump out emailed. Its so incredibly effective. Number seven, LinkedIn
messages to get through. Now people always wanna
talk about social media and I think a lot of time
social media is over-hyped in terms of its effectiveness with sales. LinkedIn is an amazing
tool for sales people and if you’re not using LinkedIn messages to get through to those
tough to reach prospects then you’re missing out because typically, LinkedIn is connected to
a person’s personal email. And so if you’re sending LinkedIn messages that are intentional,
that are thoughtful. That reference specific things to them,. You’re so much more likely
to actually get through and get it read. So use LinkedIn. It can be through the sponsored emails or you can, if they’re in
your network of course, then you can just
directly connect with them and send them a message. But use LinkedIn in a way that’s personalized, intentional, brief but as another way to connect with them. Number eight, FedEx packages. Now I use FedEx as the example and FedEx doesn’t give me money for this. But it could be UPS or it
could be something else but there’s something really powerful about sending a prospect, especially a high-level
prospect, a package. And particularly something
like a FedEx package, it just seems like
something that’s important. FedEx packages get opened. People actually open them because they’re not gonna
just throw them out. Even the CEO of a big company is likely to open a FedEx package. Maybe it has a book in
it or something of value. Not just a sample but
something that’s valuable that they can actually use
or get some ideas from. Now you’ve got them in front of you. And then you follow-up with the calls. You follow-up using the campaign
but using those packages, really, really effective. Number nine, introductions.. Asking for introductions all day long. Now the data that we recently
put together has shown that top performers are asking
for way more introductions and referrals than average
and bottom performers. And so I use the the term ‘introductions’ because I think ‘referrals’
is often confusing and unclear what it is. An introduction is very clear. I’m asking you to introduce me
to someone just like yourself who I might be able to help. Asking for introductions all the time. Ask with every single person
that you’re in front of. Get as many introductions
as you possibly can. And by the way, there’s no downside to asking for introductions. And top performers are doing
it at a much higher rate. So be that top performer
and ask every single person you’re in front of for
those introductions. Get them to connect you with other people. Number 10, become a speaker. Now people always say to me, “Oh Marc, I can’t be a speaker.” “I’m not a great public speaker.” Or “What’s my expertise?” You are an expert in
what you sell which means that you are an expert
in solving the problems that your prospects face. Become a presenter. Got to industry events
or host private events where you are the speaker and you’re not just giving a sales pitch, but you’re giving them valuable insight. And, oh by the way, at the
end you can set up meetings as a result of that speech. Becoming a speaker is … I know it’s a high-level concept, and a lot of people here watching this probably won’t do it but
if you have the guts, if you really have the confidence, You are going to be so
much more successful because what you’re doing is, you’re getting in front
of all of these people. All at one time. Become a speaker. Number 11, Targeted Networking. Now I think a lot of sales
people will use networking as a way to get in front of prospects. But what I think a lot of people miss is really being targeted about it. Being highly intentional
about where you’re networking and what your goal is when
you’re actually networking. So there’s two forms of networking. There’s networking with your prospects so you can join trade associations
or some kind of a group where your prospects actually are there. And that’s a perfect opportunity. Targeted, really hyper-focused networking. The other of course, is
getting involved in groups, that are your own industry where you might be able
to connect with people who could possibly connect
you to other folks. That’s good but not as good
as the initial really targeted networking where you’re
networking with your prospects. And that’s a place where
you an get involved, where you can really be
specific and intentional about who you’re looking to connect with. Number 12, Publish Articles. Publishing articles is, again … I know a lot of people are saying, “I don’t have the time
“to write an article”. Fine, hire a writer who will
actually write it for you. But you give them the ideas. You give them the content. And now that you’ve got these articles. Now you’re an author. Now you can share the
article with prospects. And what’s cool about an article is that it doesn’t feel salesy. It’s not like a brochure. And article has
information and has insight and it’s something that
your prospects actually are looking to read because
they looking for solutions to their problems. if you publish articles
and then share them, send them out to people. You are going to just
get on people’s radar that much more effectively. Number 13, Host Private Events. I talked about becoming a speaker. So maybe you are the speaker. Maybe you get another person to speak but hosting a private event, where you invite your prospects. Maybe you invite some of
your top clients to come. If it’s a private exclusive event at a venue that seems important. Maybe it’s a Ritz, or
at a university club. Or some place that feels exclusive … Not just to your company headquarters, but invites people to come together, and you give them content. You give them real value. Hosting these private events … People want to go to exclusive events. You’ll be amazed with how many people re really willing to come to something if it feels exclusive. Number 14, Sell deeper. Now we’ve spent all
this time talking about, “How do I get new business?” But what about the business
that you already have that could be much more business. Are you spending time really going deeply into
your clients’ world, understanding how you can
be better helping them and at the same time making those sales, into much bigger sales. Selling more deeply. A lot of the time sales
people, they close a sale and then immediately go onto, “Okay, I’ve gotta close there next.” But how can you sell more deeply
into your existing clients. They’re already there. They already like you. They already know you. How can you sell more
deeply to those folks. Number 15, Partner up. Identify other organizations
that maybe sell to the same types of
prospects that are competitive but they really do sell
to the same people. And partner up with them. identify people that could recommend you and you can recommend
them and you work together to really grow each other’s business. They’ve already got some Clients. You’ve already got clients. Partner up. Make it a situation
where they’re benefiting from your relationship and
you’re benefiting from theirs. Partnerships are really, really effective when done correctly. So think about, what are some companies that you could potentially partner up with that have a client list
that’s similar to yours where you could really have some synergy IN working together and cross-pollinating each other’s lists. Partner up. So there are 15 ways to
generate sales leads. And tons of them. I wanna hear from you. Which of these ideas did
you find most useful? Be sure to share below
in the comments section to get involved in the conversation. And if you enjoyed this video, then have an awesome free ebook on ’25 Tips To Crush Your Sales Goal’. Just click right here to get it instantly. Seriously, just click right here. It’s free. Also, if you got some value, please like this video below on YouTube and be sure to subscribe to my channel by clicking my face right here to get access to a new
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17 comments on “15 Ways to Generate Sales Leads, and Tons of ‘Em

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