Lead Management Software
B12Leads – Capture, Distribute and Manage leads – Understand sales performance
Simple steps to generate leads through prospecting
Posted on 12. Jan, 2012 by Duncan Macdonald in Lead Generation, Lead Management Blog
You can get leads in 2 ways, either you are provided them from some type of marketing campaign or you can go out and get them yourself – lead prospecting.
Ideally it will be a mix of both with marketing providing fresh leads while you build prospects through everyday activities like cold calling, networking and referrals.
Prospecting success is really down to the effort you put in, there are no hard and fast rules, no perfect way. It requires a level of dedication and a bit of get up and go.
Too many salespeople expect leads to fall in their lap but the truth is you need planning and commitment. Here are some tips to get you started.
Make time.
Something always comes, there is always an excuse. Yes cold calling is hard but you need to push yourself out of your comfort zone and this requires setting aside time on the calendar each and every week if not everyday, then sticking to it.
Research.
Do some of the leg work each day and identify the prospect and their contact info. Make sure you have a clear idea of your target and don’t waste time on prospects that fall outside of this.
There are numerous resources to look up peoples details from LinkedIN, Facebook to About.me and Twitter. A tool like Rapportive that plugs into gmail will provide lots of information based on just an email address – The information is out there – record it and use it.
Don’t reinvent the wheel – use a template.
If you are going to be contacting prospects and lots of them on a regular basis then you will want to do efficiently. Granted you need a personal approach and every one is different but create a template to work from.
A lot of calls will go to voicemail so know what to say on the message and when you do get through to someone they may ask you to send an email, so make sure you have a template to work from.
The template should consist of a compelling story designed on the key issues you can help the prospect with, then how your product can solve and add value.
Set yourself targets.
If you have done your homework, researched the prospect and have a template as a guide then get going – no excuses.
Set yourself some targets – make a certain number of calls, send a certain number of emails each and everyday. After all prospecting to a large degree is a numbers game.
B12Leads is an online lead management tool to capture, distribute and convert leads. Everything you would expect from a CRM tool but with a focus on keeping track of leads and your sales teams. An affordable solution that has everything you need to take control of your sales pipeline.
