Selling is about building relationships and helping your sales leads reach their goals with your product or service. However, before you pitch your offer, you need to catch their attention and genuinely start a conversation. If you can find the right blend of face-to-face and online networking, you can build your brand and engage quality prospects simultaneously. You must build trust, demonstrate credibility, and give people “reasons to buy” by providing education and being a resource. Here are 25 ways to attract new sales leads for your small business.
Video is the top content format, making it a wonderful way to attract new sales leads. Video combines the very best of visual, content, and personality marketing. Video today can be a 15-second reel, an animated gif, a 3-minute TikTok video, or a 5-hour virtual conference on Zoom (and use the replay on Vimeo). All social media channels love video: Facebook, YouTube, Instagram, LinkedIn, TikTok, Pinterest, and many others.
2. Go Live
If you want to demonstrate your expertise, definitely GO LIVE. Social media loves live video. It’s a non-formal, authentic way to reach your audience. Potential customers love seeing a business’s personality and Facebook Live, Instagram Live, LinkedIn Live, and TikTok Live show that. You can create quick educational content with live videos, communicate with your audience, introduce yourself or your team, talk about your industry, and build deeper connections.
3. Use Content Marketing
Content marketing is the process of creating relevant and valuable content to attract, acquire, and engage your target audience. This includes blogs, images, videos, podcasts, infographics, reviews, interviews, etc. With content marketing, you can build a community and attract new sales leads in the process.
4. Trade Association
Every industry has a trade association. To grow your business and learn the latest industry techniques, consider joining the local chapter of your trade association. Also, consider attending the national conference to network with peers from across the country. You never know when you can partner with another firm to go after a larger piece of business.
5. Niche Networking Groups
Networking groups are a great way to meet potential customers. You can find online networking groups on Facebook and LinkedIn, and be sure to offer support to group members. You can look for an in-person opportunity to network with Meetup Groups, BNI, or LeTip groups.
6. Chamber of Commerce
Joining the local chamber of commerce is an effective way to build relationships in your local area. Getting involved by attending events is a good way to get to know people, including local non-profit leaders. Often large chambers have a small business board or a small business affinity group. Look for a leadership role to stand out.
You can use a blog to introduce your brand and share news, tips, videos, podcasts, and insights to educate and entertain your target customer. You should also have a lead magnet on your blog to entice leads to give you their contact information to build your email list. The goal is to acquire new sales leads and then nurture them with sales funnels so that you can convert them into customers.
8. Write Guest Posts
Look out for guest posting opportunities. Writing guest posts is a proven way to get your brand in front of prospective clients. Major websites, including Mashable, Outbrain, Copyblogger, and Entrepreneur.com, accept guest posts. Investigate the submission process and get familiar with your target publication. Be sure to pitch content on topics that have not been published recently.
Make sure you have an up-to-date LinkedIn profile with a great headshot. Treat your profile like a business landing page and not a resume. You want to educate people about what your business does and the results you generate. Be sure to publish regular content on your LinkedIn profile to attract new sales leads and prospects to contact you.
Start with building a Facebook Fan Page. Facebook networking can help you become a well-known voice in your niche. You can get ahead of your competitors if you consistently contribute value to industry-related discussions. More people discover new businesses on Facebook than on any other source.
YouTube is the king of long-form video content. With YouTube, you can optimize your videos for SEO, allowing you to reach a more targeted and relevant audience to generate new sales leads. Additionally, the people watching YouTube are actively looking for videos to watch. They’re interested in longer video content.
Even though Twitter is under new management, Twitter is a great place to build a network and acquires new sales leads. Make sure your content appeals to your target audience and adds value — whether tweeting about marketing, product videos, or industry trends. Twitter is also a great way to listen to your competitors and learn about issues your target audience wants to solve.
TikTok is all about short-form videos. Produce short tutorials, show your products in action, and start stitching on TikTok. This is different from going Live or creating short-form content. Stitching is unique to TikTok, and it’s essentially a response video used to attract your target audience.
Business today is all about building trust, and there’s no better way to build trust with your target audience than podcasting. You can make incredible connections with your listeners and transform them into new sales leads and, eventually, paying customers. This platform is excellent for interviews and panels because it is recorded and archived. Later, it can be shared at any time and repurposed for additional content.
Giving time and resources to your local community is a great way to build your personal brand. Sponsoring community events shows your gratitude and gives you access to local politicians, residents, and businesses. It is not only good business, but it’s a great way to meet people who you would not have otherwise met.
Taking on strategic pro-bono projects can again yield contacts, referrals, and testimonials. It’s also a great way to barter with another business whose services you need but might not be able to afford. Just make sure it’s a win/win if you take on a pro-bono customer and still use a contract so the value of your service to known to them.
Referrals are the best way to get new sales leads for your small business. Not only should you work hard to keep your customers, but you motivate them to become referral engines for your business. Create a way to reward them with exclusive early access to new services and products, referral bonuses, and a discount loyalty program.
18. Email marketing
Email marketing is one of the most valuable and direct ways to build relationships with potential and existing customers. Use email to educate, inspire and, yes, pitch your offers. Be sure to earn trust before making an offer.
Seek out speaking opportunities with organizations that could benefit from your expertise. Make sure you are delivering information that is high value and can help your audience get results. Always have a free giveaway as part of your presentation to build your email or SMS/text marketing list. Also, create a one-pager that reinforces your talk and provides everyone with your contact information.
Webinars are another effective content marketing tool that combines web, visual and audio to deliver valuable content online and attracts new sales leads. Your webinar should always end with an offer. Another benefit is that you can use webinar sign-ups to build your email list, and you can send the replay of your webinar to anyone who signed up but didn’t attend.
21. Business Cards
A clean, well-designed business card is still an essential tool of the trade when it comes to branding, networking, and gaining new sales leads. A business card can make or break a client’s first impression of your company. Make sure yours are up to date and include social media contact info too.
22. Digital Business Cards
Never fear if you find yourself at a networking event and forget your physical business cards; you can create a free digital business card! HiHello is free software that you customize, then share your card with anyone—no app is required to receive a card. After you sign up on iOS, Android, or the web, you’ll be able to create and personalize your virtual business card.
23. Direct Mail
Direct mail can be very effective if used properly. For local retailers, direct mail is useful for getting leads to visit a webpage, buy online, or make an appointment. It stands out if it is professional, personalized, and well-produced.
24. Grand Opening Event
Use your grand opening to introduce your business to your community, friends, and family. Make it a community event to let everyone in your circle know you are open for business. Have special activities, run a raffle, and offer discounts to draw people in and attract new sales leads. If you have the budget, consider engaging a local radio station to do a live remote at your event.
25. Media Releases
Media releases are a great way to deliver information to many people, especially online. Find a newsworthy angle, craft an appealing press release headline, and summarize your story in your subtitle. Only include essential information and quotes from the business owner, plus photos, video, and other branding elements. Lead the reader to the next step you want them to take.
Smart content development and purposeful networking will allow you to put yourself out there authentically and build your brand. This will draw your target customer to you and attract new sales leads to your small business. Once you build trust and relationships, sales will follow. Use social media strategically, be consistent with your content, and always keep your word. If you do these things, doors will open, and you’ll always have new sales leads coming into your business.
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