The 6 Most Common Sales Lead Generation Services
by Justin on November 10th, 2011
Lead generation comes in many forms, but six practices remain really prominent, so we decided to outline and describe their use. We should tell you from the start that these aren’t all as effective as they used to be. In this day and age, many of the practices considered tried and true even a decade ago have now become passé. Everything in the world is changing, technology especially, so sales lead generation services have conformed accordingly. That said, every business is a bit different, so it helps to know your options when you’re considering new ways to generate sales leads.
- Complimentary partner referrals
Obviously, not everyone in sales competes with each other. Two consultants might go head to head to snag a client, but most people and businesses need to buy dozens of various products and services. One of the best sales lead generation services you can practice, then, is to identify the other sales companies that are complimentary to your own. Contractors and carpenters form these relationships all the time: a carpenter recommends a contractor, and in return, he’s often recommended by the contractor for specific jobs. Do the same with your business, and begin to form mutually beneficial friendships and relationships with other sales reps.
- Cold calling
It might’ve received this name after it gained its reputation, because cold calling gives people shivers just thinking about it. Though not as effective as it once was, if you know some people who definitely need your services, it can’t hurt to call them out of the blue and see if they’re genuine leads.
The best sales lead generation services will be able to give potential leads an overview of your company—and offer them a taste of what they’re missing. Seminars used to be one of the best ways to do that, but as technology has progressed, cheaper methods like teleseminars and webinars have become more common.
- Trade shows
Yes, they’re still around, but if you wondered that, then you can guess this isn’t the most effective method anymore. Certain trade shows remain prominent and respectable, though, so while it’s more of a chance encounter, you can still set up a table at one and generate a couple great leads.
- Mass mailings
The word “mass” has given these sales lead generation services a bad name, but mailings can still work if they’re sent to a selective audience. Whether through the post office or an email marketing service, you can still generate leads by sending personal mailings to people you’ve met at trade shows or through webinars. A letter or email alone might not create a lead, but it can be a worthwhile step on the road to generating leads.
- Advertising in any form
The primary goal of advertising is just to insert your company’s name in people’s minds. Food companies advertise so that the next time people are browsing the supermarket, they’ll be subconsciously drawn to a brand name they remember. It can work, then, as a supplement to other sales lead generation services—just be cautious. Internet advertising can be cheap, but traditional printed ads can sap your whole marketing budget. Be sure you’re targeting a specific audience, whether online or in a publication, and create ads that excite people about a product. Then, when your brand name appears, or when you meet people who’ve read it while you’re networking, they’ll pretty easily become a lead.