Best lead generation techniques for securing new customers

Are you struggling to find new customers for your business? While you certainly want to focus on keeping your existing clients happy, it's impossible to grow if you don't find new audiences for your products and services. By implementing multiple proven lead generation techniques, you'll be able to find qualified prospects who want to work with you.

Four essentials of great sales lead management

Sign up for lead generation programs

One of the most effective lead generation techniques is to sign up for qualified sales leads from a lead generation provider. Sales lead providers deliver detailed contact information about businesses at various points of the buying cycle that need the products and services you offer.

A company like BuyerZone excels at lead generation because we're search engine experts, capturing leads through paid (SEM) and organic (SEO) search programs, industry partnerships, and other sources. We also screen every person who submits our detailed request for quotes form. This is to ensure that every person who submits a quote request represents a legitimate company that is looking to purchase from companies like yours – whether immediately or 2 to 3 months down the road.

In addition, BuyerZone asks prospective buyers very specific questions about a purchase so we can provide you with as many details as possible. This helps create a "warm lead," where you have a good idea of what the prospect's requirements so you can quickly move forward with negotiating a deal.

Of course, BuyerZone isn't the only lead generation program in town. A simple online search for "lead generation" will bring up several companies who offer some variation of a request for quotes service. Research the pros and cons of each model before selecting one to work with. You also want to make sure you properly leverage sales lead management to experience the full value of such a program.

Of course, there's no reason to pick just one. Try BuyerZone and other lead providers simultaneously to decide for yourself which offer the best quality and highest ROI.

Other proven lead generation techniques

While signing up for sales leads is valuable for helping an organization grow, there are other measurable, cost-effective lead generation techniques to help you land new clients.

• Free white papers: Smart businesses take the time to learn more about a purchase before making an investment. You can provide a link to an industry white paper or other helpful download on your web site that potential customers can access for free. In exchange, you get their contact information to follow up with them about buying the products or services you offer.
• Meet and greet: Trade shows and industry conventions are great avenues for meeting multiple prospects and talking up your business. Just be sure to use a "soft sell" approach – provide free materials and promotional items along with your business card or brochure, and allow them to contact you when they're ready – as well as a structured follow-up program after the event.
• Leverage email marketing: Ask web site visitors to provide their email address so you can send them exclusive offers, newsletters, or other useful information. If you provide helpful advice that businesses can use without bombarding them with "buy now" pleas, you could convert them into new customers when the time is right.
• Complementary partner referrals: Find businesses in industries related to yours and partner up with them to promote each others' services to your respective clients. This is a great way to provide a complete suite of services to customers without having to directly offer everything they need.
• Word of mouth referrals: This isn't exactly a suggestion from a lead generation secrets handbook, but it's certainly effective. If your existing satisfied customers endorse you to their friends and colleagues, you'll begin to develop a relationship with these people without spending a penny. (Of course, sending a little "thank you" gift to customers who send business your way is a great way to show your appreciation!)

Planning your lead generation strategies

Regardless of the lead generation strategies you use, it's important to plan effectively and exercise patience. No one technique is going to bear fruit right away and you often need to try multiple techniques at once to see any measurable results. Carefully map out your lead generation strategies and processes using to review the merits of each opportunity and pursue the ones with the most potential.

Get Started Today!