Need Business Leads? Tap Your Personal Network First
By Ellen Thompson |
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When I start a new business, I really want to understand the mechanics of it before I get too many other people involved. For this reason, I’ve learned how to roll up my sleeves and do the dirty work involved in getting a business started.
In particular, I want to be sure what’s likely to happen during the complete sales life cycle, from lead generation to close to possible post sale support. As a result, I am usually the first sales person my company “hires.” Once the business is up and running, I start to sell and the first people I contact are already in my ACT! contact management database.
If you have been in the business world for any length of time, you should be able to generate a month or two of solid business leads just by contacting people you know and asking them if they, or anyone they know, needs your product or service.
For many reasons, including the ones listed below, it simply makes sense to tap your network first before attempting to generate business leads through other sales and marketing avenues:- You can start selling earlier. When you’re selling to strangers, you’re more likely going to feel uncomfortable selling without proper collateral materials in place. Waiting to sell until your marketing program is in place causes unnecessary delays. Your friends and business colleagues won’t be worried if your business cards aren’t back from the press yet or your brochure isn’t done. If you start by selling to your personal network, you’ll start selling, and closing sales, sooner.
- It’s easier. Even top salespeople agree that cold calling stinks. It’s much easier to call or email people you know than place a cold call.
- Your friends and business colleagues are more forgiving. People who like and trust you are more likely to try something that’s unproven. Further, they will be more patient with you if there are any hiccups along the way. You’ll be more likely to close these business leads which will be helpful in generating a list of customers you can later use as references.
At some point, you’ll need to rely on more traditional marketing, sales and advertising methods to generate business leads. However, ease yourself into the sales process by prospecting and generating business leads using your Outlook, ACT! or other existing contact database.
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