15 Ways to Generate Sales Leads, and Tons of ‘Em

Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Just go here to get the e-book instantly: Summary:

                   

How to Generate Sales Leads Tip #1: Don’t ever settle for just one lead source.

This is one of the biggest mistakes salespeople make with generating sales leads. When salespeople only have one source of leads—whether it’s through a marketing source or cold calls—they immediately become vulnerable. If that one lead source ever dries up, they’re screwed.

                   

How to Generate Sales Leads Tip #2: Use prospecting campaigns.The old-school mindset about prospecting was that salespeople basically need to make a ton of cold calls, and then sales leads would come rushing in. Instead, salespeople today need to be using prospecting campaigns.

                   

How to Generate Sales Leads Tip #3: Share valuable content.The traditional mindset on selling was that buyers had all of the value. They were the ones with the money and the salesperson was just trying to get it. But we need to change that mindset if we want to get more sales leads today.

How to Generate Sales Leads Tip #4: Use scripted prospecting calls.Many salespeople get uncomfortable with the idea of scripted calls because they think, "Well, if I'm going to follow a script then I'm going to sound scripted."

                   

How to Generate Sales Leads Tip #5: Use voicemails to follow up.There’s a lot of controversy around the effectiveness of voicemails these days. But one of the reasons that we need to have multiple oars in the water when it comes to generating sales leads is that we never really know what’s going to work.

                   

How to Generate Sales Leads Tip #6: Use email sequences.Email sequences are incredibly effective for generating sales leads, especially for salespeople who are selling to a large pool of prospective clients.                    

How to Generate Sales Leads Tip #7: Send LinkedIn messages.Social media is often over-hyped in terms of its effectiveness with sales leads. But LinkedIn is actually an amazing tool for salespeople.                    

How to Generate Sales Leads Tip #8: Send FedEx packages.FedEx is one example, but you could also use UPS or another delivery service.                    

How to Generate Sales Leads Tip #9: Ask for introductions.The data shows that top performers are asking for way more introductions and referrals than average and bottom performers.

                   

How to Generate Sales Leads Tip #10: Become a speaker.Salespeople always tell me, "Oh, Marc, I can't be a speaker. I'm not great at speaking in public. Anyway, what would I even talk about?" I’ll tell you: You’re an expert in solving the problems that your prospects face.                    

How to Generate Sales Leads Tip #11: Do targeted networking.Many salespeople use networking as a way to get in front of prospects. But what most salespeople miss is that networking must be targeted in order to be truly effective.

          

How to Generate Sales Leads Tip #12: Publish articles.A lot of salespeople tell me, “I don't have time to write an article!” Fine. Then hire a writer who will actually write it for you—but you give the writer your ideas to use.

                   

How to Generate Sales Leads Tip #13: Host private events.Host private events where you invite your prospects and your top clients to come. Make it an exclusive event at a venue that seems important, like the Ritz or a University Club.

                   

How to Generate Sales Leads Tip #14: Sell deeper.What about the business that you already have? Are you spending enough time digging into your clients' world?

                   

How to Generate Sales Leads Tip #15: Partner up.Identify other organizations that sell to the same types of prospects that you do, but aren’t your competitors.                    

So, there you have it. Those are 15 ways to generate sales leads—and tons of ‘em. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.