Category: Lead Generation

Focus on sustainable lead generation

Lead generation is a vital component in all businesses.  Without leads there can be no sales.  Without sales there can be no business.  Remember, nothing happens until somebody sells something. It is, therefore, rather scary to learn that the majority

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Low key approaches work the best

Many small businesses struggle to maintain consistency in the critical area of lead generation.   Lead generation works best for small businesses when it results in a steady stream of sales opportunities that can be developed into profitable sales. There is

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Never convey how desperate you are for leads

All small business owners will have, at some stage or another, encountered barren periods during which it seems impossible to find sufficient new sales opportunities.  You have probably experienced times when the lead generation methods with which you had previously

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Collaborate with other suppliers

Lead generation is a big headache for many small business owners.  They struggle to maintain a consistent level of marketing which, of course, is essential for attracting new prospects.  One way to improve success in this area is to collaborate

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What makes a great sales lead for you?

I assume that every small business owner has asked themselves this question – it’s one of the most important questions to address.  Once you know what constitutes a great sales opportunity for your business, you can begin to channel all

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Networking isn’t selling

Successful networking comes from holding conversations with people in which they are your primary focus of attention.  Networking events are a great forum for meeting new people and making new connections.  For them to bear fruit, your new connections need

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Networking and Lead Generation

This has become a bit of a hobby-horse of mine after attending numerous networking events and being on the receiving end of countless sales pitches.  I have been networking for over 10 years and along the way the experience has

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Lead Generation in niche markets

Small business owners know they can’t sell to everyone and must focus on one or more niche markets in which they will have the most success.  Most owners should know and be able to define the niche markets in which

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How you find new clients has changed

Prospecting (or lead generation) has fundamentally changed in recent years, especially for small business owners.  The “old” ways of finding sales opportunities – direct mail, telemarketing and email marketing – are producing fewer prospects.  The way people want to buy

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Arrange positive initial prospect meetings

In many businesses, the first step towards making a sale is to meet with a prospect for the first time.  Initial meetings arranged by telephone cold-calls are very different to those set up using alternative prospecting techniques- ones which allow

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