3 Best Tips to Find New Leads

by | 2 minute read

In some orga­ni­za­tions, sales reps wear many hats. They’re respon­si­ble for find­ing leads, devel­op­ing them and clos­ing the deal. If this sounds like your sit­u­a­tion, then you know the first step in the process is net­work­ing and build­ing a con­tact list.

Define Your Ideal Customer

To be effi­cient with your time, think about your ide­al client as your first step. If you’re sell­ing home health care, your com­pa­ny may be deliv­er­ing ser­vices to seniors. But, your client may actu­al­ly be the adult son or daugh­ter who is arrang­ing for home care. Sim­i­lar­ly, you may be sell­ing tutor­ing ser­vices. Your client will be the par­ents. Make sure you devel­op a good pro­file, or per­sona, of your ide­al client.

Learn How to Find Your Customer

Not every con­sumer watch­es the TV evening news. If you adver­tise your ser­vices on that for­mat, you could be miss­ing the mark. When you’re sell­ing a con­sumer ser­vice, fig­ure out where the tar­get audi­ence con­gre­gates. This approach involves from out-of-the-box think­ing. For exam­ple, what if you par­tic­i­pat­ed as a ven­dor in an edu­ca­tion­al ses­sion dur­ing an online or in-person forum?

Anoth­er option, as sug­gest­ed by Julie Bawden-Davis in a Trends and Insights col­umn for Amer­i­can Express, is to devel­op rela­tion­ships with oth­er pro­fes­sion­als. If you depend on physi­cians or edu­ca­tors or anoth­er group to refer clients to you, it’s time to ramp up your net­work­ing efforts. Iden­ti­fy a key indi­vid­ual or two and invite them to cof­fee. Explain how your ser­vice works, offer ref­er­ences and ask for their busi­ness. Ask what you need to do to get them to refer clients to you.

Become the Go-To Person

It’s not enough to tell peo­ple about your exper­tise. When you’re seek­ing leads and new clients, they want to know they’ll be doing busi­ness with an expert in the field. Don’t make them won­der about you. Take the ini­tia­tive to show you’re a thought leader. Pub­lish arti­cles on social media chan­nels like LinkedIn. Appear as an expert on pan­els at con­fer­ences. Make sure your web­site con­tains the kind of con­tent that prospec­tive clients are look­ing for.

Prospect­ing for new clients takes time and ener­gy. If you devel­op a good plan and stick to it, you’ll find leads and be able to nur­ture them into pay­ing clients.

Kathy Crosett
Kathy is the Vice Pres­i­dent of Research for Sales­Fu­el. She holds a Mas­ters in Busi­ness Admin­is­tra­tion from the Uni­ver­si­ty of Ver­mont and over­sees a staff of researchers, writ­ers and con­tent providers for Sales­Fu­el. Pre­vi­ous­ly, she was co-owner of sev­er­al small busi­ness­es in the health care ser­vices sec­tor.