Top 5 Ways to Generate Qualified Leads for Your Small Business
Do you ever wonder if you could be doing a better job marketing your small business or professional service firm? Successfully marketing a small business is hard work. There are several key skills required to consistently develop new business that you, as a small business owner, must master in order to succeed.
The first skill you need to have is the ability to regularly generate qualified leads. You must consistently build your list of prospects if you are to grow your business. Your business will not grow if you market to the same, stagnant population over and over again. While there will be a certain percentage of people who choose to buy from you after repeated contact with your marketing material, the amount who buy will always be limited by the size of the list to which you market.
How often do you add to your list of qualified prospects?
Here are five steps you can take to improve your prospect building skills.
Focus On Client Needs
For example, if you are a patent attorney your ads will have a much better chance of being noticed and acted upon by those who need your service if you use the words, “Get paid for your invention” instead of “Patent Attorney”. Getting paid is what an inventor wants. You may be proud of your status as an attorney but your clients are interested in the results you provide that solve their problem.
Be sure you use words in your marketing material that focus on your clients’ needs. They will get noticed more often.
Perhaps you run the same ad in two different newspapers. If you don’t know that the ad in “paper number two” is generating 95% of your prospects you will never know that it would be a smart move to reallocate the money you spend in “paper number one”.
What steps can you take to measure the effect of individual marketing tactics?
Once you know which tactics are lead generators and which are not you can improve your ability to generate new leads simply by reallocating the resources from unproductive tactics to ones you know work.
Use Your Web Site Properly
Clearly let your visitors know you’re there for them and they will be much more likely to reach out and get in touch, especially if your site’s content demonstrates that you understand and can solve their problems.
What cross marketing tactics do you use to promote your business?
If you are a dentist, questions like, “Do you have tooth pain?” or “Are your teeth sensitive to heat or cold?” will do a much better job of drawing in your prospects that marketing materials that say, “Do you need a dentist?”
What questions can you ask to get your prospects thinking about the problems that they have that you solve?
Move Your Marketing Forward
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ABOUT THE AUTHOR
The author, Jeremy Cohen, helps small business owners and professional service providers attract more clients, grow their business and be more successful with his marketing guides and coaching service. Get his free marketing guide: Jumpstart Marketing: More Profits, Clients and Success at: