Lead Generation for Small Businesses

All small business owners are constantly on the lookout for ways they can increase their clientele and grow their business. However, in order to grow your business effectively, there needs to a constant steam of sales leads who are interested in your product/ service. Here, we have listed a few tips on how you can identify sales leads quicker and turn them into customers:

Target Audience

In order to grow your business, first, you need to define your target audience. Especially in a small business where there is a lack of resources, you cannot reach out and sell your product or service within knowing exactly who your ideal customer is. The first step would be to research your audience, and develop a clear picture of who they are, what they do, where they live, their budget and lifestyle; thus, by understanding all of these elements you can determine how best to sell to them. 

Marketing Collateral

Generating leads will require your company to have a promotional plan set in place, whereby it will get your product/ services in front of your target audience. There are many different ways that companies can market themselves, and again you will have to research and create a strategy to map these out effectively. Marketing Collateral can be expensive, so ensure that you use these wisely to encourage leads to become customers. 

Sales Funnel

Once you know your target audience and how you are going to connect with them, it is time to determine a plan of action for data collection. Create and develop your sales funnel and map out each stage of the process, thus ensuring that you know how to convert leads to customers. In addition, it is critical to have a CRM system in place to track leads through the sales process.

Email Newsletters

Once contact has been made with your prospects, it is now time to develop those relationships and convert to customers. One of the most effective ways to connect with your leads is through email newsletters. This medium will ensure that you can provide value and information directly to your target audience. However, make sure that you understand GDPR legislation before emailing your leads.

Social Media

Social Media is a cost-effective way to engage and connect with prospects and generate leads. Make sure that your company has profiles over Facebook, Twitter, LinkedIn, Instagram, Snapchat, Pinterest or YouTube, as these are where your target audience will be. Thus, it will be easier to process these prospects to become leads. Through connecting over social media, you can gain further insights into what your target audience want and need. Therefore, creating more trust with your brand.

Even though lead generation is a long-term process, and for small businesses may require many resources, which can be challenging for small businesses. If you get an effective system in place, you can increase the opportunities for business growth.

Here, at HMC we pride ourselves in helping small companies outsource their sales and marketing processes. If you want more insight or help to generate more leads and to grow your business, contact Nial Borthistle, Principal Corporate Sales on nial.borthistle@hmcglobal.co.uk

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