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A Beginner's Guide on How to Generate Sales Leads

February 12, 2018 By Hendrik-Jan Francke

A Beginner's Guide on How to Generate Sales Leads

If you're a small business, you should understand the importance of sales leads. Here's your guide on how to generate sales leads for your business.

Sales can solve a lot of the problems experienced by a business. But for those sales to take place, you first need to generate leads. If you have little to no experience with generating sales leads, knowing where to start can be tricky.

But if you follow a few key tips, you should be able to achieve some great results in a short period of time.

In fact, if you keep reading, you'll learn how to generate sales leads, even if you're new to the world of sales. By the time you've finished this post, you'll know how to generate a flood of leads that will keep you busy for months to come.

Let's begin!

Identify Your Target Audience

There's a saying that if everyone is your customer, no one is a customer.

If you want to generate leads that are going to lead to sales, you need to figure out who your target audience is. Once you know that you can then go about putting together processes that will help you reach the individuals you want to sell to.

If you are finding it difficult to work out who your target audience is, put some time into creating a Buyer Persona. A Buyer Persona will help you gain some clarity on the defining features of your target audience. You can then use these data points to create marketing campaigns that will generate relevant leads.

Make Use of Social Media Platforms

Social media can be an incredible way to generate leads for a business. One platform you will want to focus on, in particular, is LinkedIn. Especially if you are trying to generate B2B leads.

There are a variety of tactics you can use to generate leads from LinkedIn.

One method is to create content, using the LinkedIn Publisher platform. This LinkedIn feature allows you to publish content on the platform.

This content will then be shown to people who are 'connected' to your profile.

If you want to succeed with this method, you need to make sure you have a large number of connections. You, therefore, want to spend some time reaching out to people, before you start publishing content.

You can also generate leads, using the LinkedIn Sponsored Content ad product. This ad product will allow you to promote your business within the news feeds of people on LinkedIn.

One of the great things about this method is that it allows you to create a highly targeted marketing campaign. For instance, you can pinpoint the job title you want to target on the platform.

Sponsored Content campaigns can be quite expensive. But you need to consider the return on investment.

If you are having doubts about creating ad campaigns on LinkedIn, spend some time working out the lifetime value of a customer. As long as you do not spend more than the lifetime value of a customer, your campaigns should still be profitable.

Start Guest Posting

Another way you can generate sales leads is through the use of guest posting. If you are going to do some guest posting, try to find blogs that have an audience that is the same size as yours. You can normally find blogs like this by performing a quick Google search.

Some blogs will require that you pitch them an idea before they even consider you as an individual that can post content on their blog. If you find that this is the case, take a look at past examples of content on the blog you want to publish on. This will give you a general sense of what kind of content they're interested in.

You can then use Buzzsumo to help you find similar examples of content, that have done well on social media. Because these forms of content have done well on social media, it is a sign that there is a demand for such content. You should mention this to the blog you are thinking about posting on.

If they give the idea the green light, you then need to do everything you can to create the best piece of content, on the topic you've chosen. If you'd like to see an example of high-quality blog content, you can read more here.

If you put the time in to create high-quality content, the blog you have posted on will be happy to have you post content again. This can help you achieve further visibility in the future.

The audience will also come to see you as an authority on the subject matter. As a result, there's an increased chance people will reach out to you and ask for help. This is how guest posting can generate leads for you. Just make sure you put a link in the 'author's box' that lets people know how they can get in touch.

Create a System for Referrals

You can also generate sales leads, with the help of referrals. If you want to generate a steady stream of referrals you need to create a system.

If you are not sure how to do this, you might want to review the referral programs other companies have in place. This will help you decide how you should create your own program.

An example of a referral program might be where you provide past customers a 10% revenue reward if they send someone your way. That means you give them 10% of the revenue generated by the new customer. You might even want to make it a fixed figure like $100.

An Expert on How to Generate Sales Leads?

After reading this post, you should now know more about how to generate sales leads.

If you want to generate relevant leads, you need to know who your target audience is. Otherwise, your leads will be irrelevant and they will not buy from you. Once you've done that, you can then use various methods like social media promotion or guest posting, to generate leads.

Persistence is important. There is no guarantee that one method is going to work. But if you keep at it, you will experience results sooner or later.

Want to learn more about marketing? Check out our blog for some of our latest content!

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