You can
employ different techniques to generate leads and each one of these techniques
has its merits and demerits. Here we will
give a quick overview of the most common lead generation methods. We can divide
these methods into two broad categories - traditional methods and modern
methods.
Traditional methods
Traditional
methods involve leveraging your influence among your friends and peers.
Ask your
friends for testimonials and referrals. Your friends will have other friends
and if they really trust you, they will readily recommend you to their circle
of friends.
There is one
disadvantage though. Many people are not interested in mixing their personal
life with business and as such they will probably not want to do business with
a family member or a friend.
You should
also consider going round your locality and knocking on the doors. You should
know the people in your neighborhood and they should know you as well. However,
don't be an aggressive salesman. Introduce yourself and ask if they would like
to subscribe to your monthly newsletter with lots of useful information about
selling and buying. Collect their address, phone numbers, and email address and
send them the promised newsletter. The biggest disadvantage is that this can be
time consuming.
Networking
Family
gatherings, presentations, seminars, and conventions present a great
opportunity to network with potential clients. Try to attend the events attended
by your potential clients. For example, if you go to an open house, you are
more likely to find potential clients interested in buying or selling homes.
Cold calling
This method
involves calling people hoping that those who bother to attend the call might
be interested in hearing what you have to say. This is not very effective.
However, if you choose your target audience carefully, you might see some
results. Try to have an engaging conversation with the person and ask if you
could get an appointment.
Direct mail
This
involves sending mails to a targeted list of people. Make sure that the letter
addresses the specific concerns of the people you are writing to. Also, your
letter should look as professional as possible. If people find the content useful,
they might contact you. After all, that is your goal.
You may also
consider sending postcards. They may leave a greater impact because the reader
doesn't have to open the envelope to see the content. Make sure that the design
on the post card is attractive. Also, your copy should be compelling enough.
Include a call-to-action. Ask them to call you or visit your website.
Email newsletters
The email
newsletter is perhaps the most effective of these lead generation methods. In
order to receive your newsletters people have to subscribe first and this is a
clear indication that they are interested in your service.
While it is
okay to use your newsletter to promote your services, you should also include
useful content. If you feel that you don't have the expertise to write an
article, you could perhaps use one of those free-for-reprint articles.
As you can
see, each method discussed above has its merits and demerits. In order to get
the best results, you have to use more than one method.
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