How do i develop sales Leads and prospects for a SoHo IT Business?
Hi, I work for a Small Business developing websites and e-commerce solutions. I'm finding it difficult to generate clients. My question/s are:
1) How do I generate leads?
2) Where do I find leads and how?
3) Does Social Media ad's generate results?
My constraints are:
a) $$- tight budget
In terms of generating qualified IT sales leads, building rapport between you and business prospects is an important activity to do. You can always tap on different marketing channels like telemarketing, email, social media or SEO to generate sales leads. Either focus on one or use a combination of marketing maneuvers this is called multi channel marketing.
You can also have the help of lead generation services out there. Here is the list of The Best Sales Lead Generation Services of 2016. (http://sales-lead-generation-services-review.toptenreviews.com/)
These services know how to boost your sales by finding and verifying leads, some even assessing their potential to buy and become return clients. Many services specialize in SEO, so your company ranks higher in search engine results.
Hope this can help you. :)
1. Target your list-Cold calling (still works) direct mail and e-mail campaign. Follow up is imperative .
2.Reference USA via your local library is a good place to start for lists that can be turned into leads(there is a difference)
3. If done consistently yes.
4. Check out this resource https://www.eventbrite.com/e/small-business-forum-magazine-pre-qualified-leads-program-increase-your-sales-with-leads-you-can-use-tickets-9799545705
Well if you have a clear profile of your target Client, here is how I generated leads.
Your library has a USA Reference database. My target was small businesses around twenty-five employees. I still have some of the Excel spreadsheets of some business in New Hampshire, primarily.
If you can give me an idea of The Client profile, I could brain-storm with you further.
If you are selling to small business then you need to establish a personal connection. I find that many small business owners postpone or avoid making a decision because they are not certain that they are making the right decision. This is especially true in web and SEO services. To many buyers it seems like a sinkhole to throw money into.
I found success at BNI networking groups. It allows you the opportunity to form personal relationships so people are comfortable buying from and referring you.
By placing ads in the top corner in google and organic ads.
What industry's are you targeting with your website and e-commerce solutions? There are many companies in your space that do the same thing; what is your value proposition that makes you different from the rest of the competition? Once you answer these questions it is easier to answer your questions.
Even though you are working in an online role, you don't have to do all your marketing online. Find opportunities to affordably (through Websites like Meetup.com or even through volunteer/not-for profit organizations) meet people in the real world. Do some pro-bono to develop a portfolio if you can to show what you can do. Check out sites like Craigslist/Kijiji and post free ads there or in a local newspaper.
There are sites like Guru.com, Elance and ODesk that you can bid on work all over the world however you will need to start with low price projects first and/or pass certification tests. The fees on these Websites is reasonable and can start to be unnecessary once you prove yourself and others start asking you for bids.
Hope that helps!
A few that come to mind:
Word-of-mouth, incentives (discounts, etc.) to your existing customers for referrals, utilize local coffee shop bulletin boards for ads, use social media (LI, FB & Twitter) to get some brand awareness, offer some free, valuable content to engage your target audience and establish trust ("how to" videos for simple things, cheap to produce & share).
One way is to purchase leads from a website like QuoteCatcher.com
Not right for everyone but worth a look.
Your question is one of the first questions any business owner should ask themselves; it only gets a little easier once you have clients that generate new clients (either directly or indirectly).
That being said; interestingly enough I just recently had a problem locating a web developer; so it should be an eye opener that finding the right person to solve your business needs can be as difficult as it is to promote yourself and find the right clients. (this is coming from a person that has managed and developed numerous sites for several years)
What I can say is "get visibility" - I wouldn't spend any $ on social media ads etc. (different form of visibility); instead I'd focus on spending several hours per day towards sites like this answering questions; posting information, have a solid profile and sites setup that people can see - then eventually the right people will find you or you will find them and then that can start the momentum. Once you have a successful launch - spend the money on a press release (getting more online presence).
The other remaining parts of your day should be to seek out via news, via startup sites, via seeing companies with a problem and social network to the right people to get visible.
Once you are visible - your work and professionalism will do the rest.
It's not easy and you'll have to grind through the trenches of getting visible but as long as you don't give up - you'll find it.
Remind yourself that it's just like being in the entertainment business, Tom Hanks, Tom Cruise or anyone you may like as an actor didn't just get there; they experienced several "no" responses and ALOT of grind. Now that the IT field is very competitive - it's going to be the ones that grind it the best that will most likely succeed. Of course some people "get lucky" but there's a price for everything and in general it will works out.
Hope this helps - not sure if it really answers your question or not.