Lead generation tips.

Credit: Tracy Sheldon taken from http://brugconsultancy.typepad.com/

In the current climate, we are asked more and more about how to promote and sell…how to get out there and be seen and what to do when you get there..try out a few of these and see what happens!

1.Referrals come faster when clients recognise how much  you can improve their lives so make sure they know about and understand all the products and services you can provide.

People talk most about your work when they really understand it.

2. Go to exhibitions and trade shows to generate leads.

Someone else has done the hard work to get thousands of people interested in a certain industry or profession together, and you have access to those thousands of prospects all for the price of a stand rental.

To take advantage of the opportunity, you need to have something to give away to those prospects.

  1. ‘Give me your details, and I’ll give you this.’
  2. The giveaway must be irresistible. Then you have something more valuable than you could ever imagine: the details of several hundred people who are interested in your product or service.
  3. Do the follow-up.
  4. Put their details on the database and categorize them.
  5. Focus on the people who do want what you have to offer.

3.  When you meet a person at a networking event, shake hands and repeat their name.

Repeating a person’s name not only helps you remember it, but it also shows that you’re making an effort to hear the name properly.

4.  Don’t ignore people you recognise if you’ve forgotten their name.

Smile and ask a provocative questions like

  1. What’s the most exciting thing that’s happened to you since we met?’
  2. What is your biggest recent success?’
  3. What are you most looking forward to?’

and never feel afraid to say – ‘The last time we met, we had such a great conversation. Will you remind me what your name is?’

5.  At networking events, wear a nametag that is easy to read and is descriptive of you.

Wear it on your right shoulder so that people can easily see it when they shake your hand.

6.  Listen more than you talk.

There is nothing more flattering than someone who listens carefully and shows sincere interest in other people.

7. Ask open-ended questions.

This means questions that ask

  1. Who?
  2. What?
  3. Where?
  4. When?
  5. How?

……….rather than those that can be answered with a simple ‘yes’ or ‘no’.

This form of questioning opens up the discussion and shows listeners that you are interested in them.

8.  Focus on other people at networking events.

People will be far more receptive to you and the idea of using your product or service if you begin by focusing on their business. Find out what is going on in their industry and their company so that you can get a good grasp of what their needs are. This will help you to decide if your product or service can solve their particular problem or challenge, or share your knowledge – if you know of another business that would meet their needs then recommend and connect

9.  Be prepared.

When you’re asked how someone can help you, have an answer ready. Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, ‘How may I help you?’ And no immediate answer comes to mind.

10.  Don’t hard sell at networking events.

Forget trying to ‘sell’ your business or using the event as a hard sell opportunity – it’s very off-putting. There’s nothing worse than a pushy salesperson trying to sell you something at a networking event. Use the opportunity to sound out potential leads, not convert them.

11.  If people are interested in what your company does, arrange a further meeting.

If they’re not interested, don’t blow the contact – this person has a network of people you may never meet. They could become your best referrer.

Credit: Tracy Sheldon taken from http://brugconsultancy.typepad.com/

Posted in Networking Tips, Resources, Tips