How Can I Get Business Leads?
Posted by Robert Hennessey on Mon, Jun 06, 2011
This is one of the most asked questions by micro and small business owners. The answer of course is never as easy as the question.
It is not simply buying business leads from some company who is really selling you a mailing list. (See Purchase B2B Sales Leads with One Call...) Generating business leads is a process just like every other part of marketing.
Have you ever heard someone say, “I know, if only I could get in front of a sales prospect I know I could close them?” Many business people make this statement. Do you know why? Because the hardest part of selling is obtaining the opportunity to sell.
Yet, most business people do not want to take the time or invest the money to achieve a consistent flow of new business leads. Everyone wants instant coffee at a low price. Unfortunately, many business people waste a lot of money chasing the mythical easy answer.
So what is the secret, the special sauce, the lightening in a bottle? - It is rapport building.
What did you say? Rapport building yes, it is a very basic sales principal. Ok, so how do you go about building rapport? Building rapport requires the following:
- Identifying your target market as narrowly as possible
- Offering a real WIFM enticement
- Maintaining, marketing message distribution that is consistent & layered
Finally, whether its offline or online, apply this simple formula to all your methods of distributing your marketing massages.
The answer for the question is relatively simple, but like almost everything in life, the implementation makes achieving the goal more difficult.
Takeaway:
So stop wasting your time and money on chasing the latest instant business lead generation fad, and get to work building rapport with your target audience. Once you build rapport, closing sales becomes the easy part of selling.
