Leads may come from various sources or activities these days – through web sites, networking and personal referrals, conferences, advertising, or through participation in professional associations, among others.
I love the concept of offering information to potential clients instead of the hard sell. We’re all aware that businesses need work to survive, but let’s make it more interesting than always tooting your own horn! Writing or finding interesting articles, blogs, and posts and sharing them with your potential clients gives them access to information about your industry/market and can help develop a stronger relationship with them. Getting to know your clients’ interests strengthens that bond and helps you understand their needs. The traditional sales model that has you cold calling lists of people doesn’t seem as effective as following up with people who were interested enough to click on an article or post.
There are some great tools to help you with finding potential clients, tracking who has clicked on your social media post or web site, and following up. You just need to find the right tool to help you with your goals. Build relationships with your clients over time and become that go to resource for them about everything happening in your industry – leads will follow!