How to generate more leads

“The best salespeople wonder what it would be like to be in the other person’s shoes. They know they can’t play that game unless they continually strive to train themselves in how we as human beings communicate.” - Bob Phibbs

It is the eternal question when it comes to sales excellence. Business leaders are constantly searching for new ways to grow their business by expanding their client pool. Lead generation is often the first place your sales team will go when looking to generate new clients, but this can often be the most expensive, even wasteful, if not planned carefully and monitored throughout the sale process.

The ‘Holy Grail’ is to create a continuous flow of high-quality sales leads into your pipeline. For the purposes of this article, we define a ‘lead as: “A meaningful conversation with a prospective customer.” Effectively, a lead is a business or individual that has an interest in the services or products you are selling. Here are 5 tips on how to create a workflow that helps you better identify sales leads, and how to turn them into reliable repeat clients.

Create the business that gives you the life you’ve always dreamed of…

AC-establish-who-your-target-audience-is-img

Establish who your target audience is

Whilst this may sound obvious, we often see business leaders focused more on what they are trying to sell, rather than getting really clear on who their ideal customer is and what problem this prospect is experiencing that the company’s product or service solves. Becoming successful at sales is all about having great conversations that lead to strong relationships. But how can you start a conversation if you don’t know who you want to talk to!

Create detailed ‘Buyer Personas’ or ‘Customer Avatars’ that closely match the demographics and behaviours of your ideal customers. These are semi-fictitious representations of your future customers and include things like what they do, where they live, what lifestyle they indulge in, household income and other purchase drivers. Once you start this process you will find it both insightful and great fun too!

AC-promotional-methods-img

Choose your promotional methods wisely

Once you have created powerful ‘Buyer Personas’ you will have a better understanding of how these prospective customers like to be communicated with and also where they go to find their information. Carefully tailor your offer so that it meets the needs of your prospective customer and then use the language and communication methodology that is most like to a) reach them and b) resonate with them.

As consumers we are bombarded with new media all day, in many ways and have become highly attuned to cutting out the noise and focusing only on the things we find interesting and valuable. There are thousands of media channels, platforms and strategies available to your business, so take the time to sit with a marketing expert to discover the most cost-effective way to communicate the value of your product or service to your idea future customers.

AC-sales-funnel-img

Create a sales funnel

Once you have identified your ideal prospects and set out your communication strategies, you will need an effective system for collecting, collating, and managing contact information. There are many powerful CRM systems out in the market, some are designed for specific industries and customer groups. At ActionCOACH NextLEVEL we love using Hubspot for CRM, Sales and Marketing funnel management, but there are many out there to choose from.

These powerful tools allow you to store critical data, map out and optimise communications, use powerful automations to replace the human element of the nurture cycles and create consistency in timing and quality of communications. Use forms or landing pages that incentivise prospects to provide their contact information in exchange for a coupon, free gift, value-add or sample. In this scenario a customer relationship management (CRM) database is essential for keeping track of potential clients throughout the process.

AC-email-newsletter-img

Make use of an email newsletter to develop relationships

Once you’ve made contact with your ideal prospects and opened up a powerful sales conversation, it is time to nurture those relationships so you can move them from the lead stage to a sale. A regular email newsletter sharing insights is one of the most effective strategies to maintain regular, high-quality communication with your prospects. However, make sure you are aware of and adhere to regulations when you create your email marketing strategy.

Use your ‘Buyer Personas’ to create customised emails that resonate powerfully with key customer groupings. Some CRM systems use ‘smart content’ to build individually customised emails that are aligned with the preferences of individual customers and prospects. This can be highly effective at ‘catching their eye’ and increases the likelihood they will open and engage with your content.

AC-conversation-with-your-prospects-img

Build a conversation with your prospects

Every sale begins with a powerful conversation. There are many ways to converse with your prospects and social media is still one of the most powerful. Small businesses can harness the power of social media to engage in conversations with prospective consumers and generate new leads. Even simple things such as creating a LinkedIn company page, Facebook page, Twitter or even a YouTube account can capture the attention of prospects as they navigate the virtual world, diverting them through your process to become leads.

LinkedIN and Facebook both have sophisticated nurture functionality to help build conversations and relationships within their ecosystems, but often these require both time and financial investment. That said, the scope and scale of these tools can help you reach highly targeted prospects that are a perfect fit for your ‘Buyer Personas’ so the investment can be highly rewarding.

In summary

Whilst lead generation is a critical element in the process of creating profitable growth in your business, it is only one of the five ways to maximise profits – and often the most expensive. The key to success is to get real clarity on your ideal customers, what they really want and how best to communicate your value. You can streamline the process and enhance your prospects for business growth if you put an efficient system in place using a CRM and harness the power of marketing automations.

If you would like to discuss how you can improve your lead generation and supercharge your business growth, book a free coaching session with one of our certified Business Growth Specialists and see how to unlock your true sales potential.

If you would like to discuss your business plan and make sure you are set up for success, book a FREE coaching session with one of our certified Business Growth Specialists and discover how to unlock your full business potential.

Speak with an advisor

You might also be interested in:

Coaching

Is business coaching right for me?

There's no doubt that a good business coach will help keep you focused and on track to achieving your goals. They will help transform your ...

Learn more

Coaching

How much does business coaching cost?

The simple answer is 'that depends.' Before we explore the options, it is important to recognise that business coaching should be viewed as an ...

Learn more

Help me with

How to write a business plan

A business plan is a document that outlines the key aims and goals of the business and how you’re going to achieve these. Outlining the marketing ...

Learn more

Help me with

How to create a passive income from my business

Along with selling your business for a substantial profit, earning a passive income from your business is the holy grail that most entrepreneurs are ...

Learn more

Help me with

How to improve sales conversions

So, you’ve devised an excellent lead-generation strategy and got your team working on it. The crucial question is: are your efforts paying off in ...

Learn more

Coaching

Should I hire a business coach?

Business owners who want to scale their companies, increase their profits and have more personal choice often hire a business coach to help them get ...

Learn more

Coaching

How does business coaching work?

Business Coaching can help owners, leaders, and senior executives to set better goals, reach their goals faster, make better decisions and improve ...

Learn more

Help me with

How to generate more leads

It is the eternal question when it comes to sales excellence. Business leaders are constantly searching for new ways to grow their business by ...

Learn more

Coaching

What is business coaching?

Business coaching has many different facets and styles. Whatever the structure or style of your programme, your business coach will guide you through ...

Learn more

Help me with

How to increase personal productivity

When working with local businesses through growth or scale-up; one of the key areas where owners and leaders need the most help is 'How to Maximise ...

Learn more

Help me with

How to sell my business for a substantial profit

You’ve likely spent your life building your business. You’ve spent countless hours in the evenings and weekends working, missed family time and not ...

Learn more

Help me with

How to prepare your business for exit

This is where an exit strategy comes into play. An exit strategy ensures the business your leaving is going to keep on growing in your absence. A ...

Learn more

Help me with

How to master my business finances

Finance and accounting are not the 'dark arts' that many business owners, leaders and entrepreneurs often consider them to be. Rather, they are the ...

Learn more

Help me with

How to build a high performing team

A high-performance team is a group of highly skilled people who focus on achieving a common business goal. The team strive for excellence and have ...

Learn more

Coaching

What are the benefits of hiring a business coach?

Hiring a business coach will change how you think, work, and act. A world-class business coach will help you achieve your goals faster and by ...

Learn more

Real people, real results

See how business leaders just like you have partnered with ActionCOACH NextLEVEL and used our proven tools, systems, and frameworks to achieve dramatic, sustainable personal and business growth.

Getting ActionCOACH involved in his business allowed Pete to tap into the expertise of the coach and push the business into a new direction of growth. In a short space of 6-8 weeks, Pete noticed the shift in his mindset, a better structure for the business and clarity with his figures.

Pete Wharton, Managing Director, Wharton Natural

Since working with Action Coach, Jo Maltby of Willow Brooke Day Nursery has seen gross profits increase from 750K to 1.1M! With the help of tools and strategies from ActionCOACH she has been able to hire 29 new team members and significantly reduce her working hours to prioritise family time.

Jo Maltby, Managing Director, Willow Brooke Day Nursery

You're going to see some visceral improvements in your business, there's no doubt or maybe in yourself as well. I added exercise goals to my coaching, something I've never cared about, now I'm sort of cycling regularly and doing gym stuff and this is awesome. It makes you feel really good and that feeds into the business and in your own personal life. - Joe Terrell, Managing Director of Drifted

Joe Terrell, Managing Director, Drifted

ActionCOACH was able to implement a structure that works, and they were able to instantly land a 6-figure contract for Integrity Cleaning which happen to be one of the largest in Canary Wharf, London. - Luke Murfitt, Managing Director of Integrity Cleaning.

Luke Murfitt, Managing Director, Integrity Cleaning

Since working with ActionCOACH, James and Sam have seen and increase of 116% in net profit with 8 new team members onboarded. They've achieved a better work life balance and are able to work on the business rather than in the business.

Sam George and James Dean, Director and Managing Director, Western Building Consultants

It's been mind-blowing. I can't believe that in the short space of time what my coach has achieved for us and helped us with. We've got a clear vision, we're all working as a team, everything is in place, so it's a win-win really. - Jackie Kerr, Managing Director of Jackie Kerr Recruitment.

Jackie Kerr, Managing Director, Jackie Kerr Recruitment

01 / 06
02 / 06
03 / 06
04 / 06
05 / 06
06 / 06

How to get started with ActionCOACH NextLEVEL

Group 62238

FREE business valuation

Discover how your business scores against the 8x ValueBuilder factors of “sellability” that drive the value of your business.

Discover now
Group 62483

FREE coaching session

Book a complimentary business growth discussion with one of our award- winning, certified business coaches.

Book now
Group 62246 (1)-1

FREE business scorecard

Understand your current business performance and discover how to increase productivity and effectiveness in your life and business.

Experience now