Six ways to generate sales leads for your small business

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Date: 25 March 2020

A group of businesspeople meet at a networking event

Whether your sales are B2B or B2C, consistent, reliable leads are the lifeblood of your business. While some leads will not convert into sales, leads are vital if you want to cultivate a network of potential customers and construct a viable business plan.

Although few people would disagree that lead generation is a priority, many small businesses worry that they do not have the resources or capacity to work on lead generation.

However, you don't need an expensive marketing department or sales executive to generate a pipeline of reliable leads. Anyone can generate sustainable leads with the right know-how, combined with some easy-to-access resources. Here are six straightforward ways you can generate sales leads for your small business. 

1. Scout out prospects on social media

It's an undeniable fact that social media is the most valuable resource you have for sales leads. Three out of every four consumers now consult social media for information on a product or service before making a purchase, meaning that you simply cannot afford to neglect your social channels. Make sure you optimize your social media channels for leads by consulting the latest SMO strategies, and don't shy away from posting tailored offers to your followers.

You should also ensure you have a mobile and user-friendly landing page for anyone who clicks on your social media posts. Once you have these, you can begin using the relevant hashtags, keywords, topics, and niches to scout out potential leads. 

2. LinkedIn leads

In most circles, LinkedIn is considered another form of social media. That being said, there are some unique advantages of LinkedIn that your company should exploit to build reliable leads. Take advantage of the Groups function to join all of the relevant groups and pages for your industry.

Actively build a strong presence within your community and take every opportunity to engage with other users. Reach out to companies or potential clients directly through messenger. Make sure your LinkedIn profile is fully optimised with all the information potential customers might need to pique their interest. 

3. Networking events

While some people are quick to dismiss networking events, the truth is that they are a gold mine for potential leads, especially if you are a small company offering B2B services. Industry networking events can offer hundreds of potential clients all under one roof making them too good an opportunity to pass up if you're in need of sales leads.

Practice your networking pitch before you go and make sure to crank up the charm factor. Remember not to feel too pressured to make meaningful connections. A calm and casual approach is bet. Focus on making friends first, who you can turn into leads further down the line. 

4. Create a live chat function for your site

A vast majority of consumers consult the web when they are considering a purchase. If you don't have a live chat function on your website, you're essentially hoping that your landing page is enough to lure in the leads you need. A chat function allows potential customers to communicate with you in real time and find out more about what you have to offer. If you're a small business, integrating live chat into everybody's workflow means the chat line is always attended to and sales leads won't be missed. 

5. Optimise your contacts

Having a healthy contacts list is a good start, but contacts alone will not give you a reliable sales pipeline. If you're stuck for contacts, you can use industry insiders to purchase a relevant list for your business. However, even with a list with thousands of relevant contacts, if you don't optimise your list you will not be able to identify and pursue the leads with the most promise. You can automate this process by using a Salesforce data enrichment tool like Lusha, which will update your Salesforce records automatically and identify the most promising leads for you. 

6. Work your network 

Finally, it is important to remember that you should not lose sight of your existing network. Look at your existing contacts and business acquaintances. Which ones haven't you been in contact with for a while? You don't need to deliver a full sales-pitch to everyone in your personal network, but simply keeping in touch on a regular basis will remind them that you still exist and that you have something to offer. 

With these simple tips, you can start building a reliable sales pipeline no matter what size your business is. 

Copyright 2020. Article written by Claire Ward

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