Jim's Marketing Blog

Marketing ideas to help you grow your business

7 ways to get more sales leads and enquiries

Here are 7 simple things you can do, to increase the number and the quality of your sales leads and enquiries. Take a look through this short list and see how many of them you are already doing.

1. Ask

Think of the contacts you have, who already have access to your ideal profile of customer or client.  Are you asking these contacts to introduce you? If not, it’s time to start!  To fully leverage this approach, you will need to motivate your contacts.

Remember, motivation comes from the fusion of two words: Motive and Action.  If you want your contacts to take action (to recommend you) you need to give them a strong enough motive (or reason) to do so.

2. Make it easy for people to contact you

If you want people to get in touch, you need to make it really easy.  Take this blog, for example.  On the contact page, you will find my phone number, by office address and there’s a contact form too.  I also list my Twitter account.

As a result, I regularly get phone calls, emails and Tweets from people asking about my services.

3. Just ask for their email address

If your website or blog already has a contact form, how much information do you require from people, before they can send their request to you? All you really need, is their email address. Each additional ‘field’ (like their name, company name, phone number etc), which you ask them to fill in, reduces the percentage of people who contact you.

In other words, you can increase the number of sales leads and enquiries you get, simply by removing these unnecessary barriers! Once someone has contacted you via the form, you can always request additional information if you need it.  To contact me, all you need to provide is your email; the rest is optional. It works.

4. Get your full contact details into the ‘signature’ of your emails

Your full contact details should also be visible on your emails.  This way, if someone forwards an email from you, to one of THEIR contacts, that contact will easily be able to get in touch with you, if they wish.  When you consider how many emails you write in a year, this could get your contact details in front of hundreds or thousands of new people.

5. Search Engine Optimisation or SEO

If you have a website or blog and you want more sales enquiries, the best way is to ensure that your site’s attracting lots of targeted prospective clients.  This is where Search Engine Optimisation or SEO comes in.  No, keyword stuffing is a terrible idea, as is 99% of the SEO you see advocated on common websites. That will drive traffic to your site, but when they arrive, the keyword-stuffed-bullshit that awaits them will ensure they leave as fast as they came.

A true SEO expert [maybe 1 in 100 of those who claim to be experts] can help your site attract lots of people, who are searching for your exact product or service.  There’s some great SEO sites, which provide useful tips, but I very strongly recommend you get expert help, if you are serious about getting sales leads from your site.  If you want to know more about SEO, take a look at the excellent SEOmoz blog.

Of course, SEO is just 50% of the online lead generating equation!  You also need…

6. Professionally written copy

This is a no brainer, yet almost every small business website makes the mistake of writing their own wording (or copy.)  As a result, they get people visiting their site, but very few, if any, leads or enquiries.  This blog generates enquiries on an hourly basis, because it’s written by a professional.  If the copy on your site is not inspiring enough to compel people to click links, email, call or visit you – then why exactly do you have a site?

You can massively increase the number of enquiries you get, with this one simple improvement!

7. Network online

Networking has changed massively over the past few years.  The bottom line here is that today, via a number of extremely powerful online services, you can develop stacks of sales leads and enquiries and make some great contacts too.  I personally use Twitter, Google+ and Facebook; though LinkedIn can also be effective.

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  1. Don Makoviney

    July 30, 2009 at 12:53

    Amen regarding just getting an email address as a sales lead. I recently wrote about this (yesterday in fact) at the link listed above in my profile. An email address is usually the only REQUIRED field on “Quote Request” forms and “Contact Forms” that I create for clients. Sometimes it takes a little educating, because often a client will come to me with a big huge form detailing every aspect of a job lead and wanting as much filled in as possible.

    In my experience if you make it patently obvious the email is the only required field (a big graphic for example), many potential customers for my clients will often go ahead and fill out the rest of the form anyways. My reasoning is because they don’t feel like they are being “forced” to give more information than they have to.

    Reverse psychology perhaps?

    Thanks for the article and keep up the great work.

    Don Makoviney

    • Hello Don,
      In my experience, you are 100% right that people will often happily give more details, if they know you are only asking for their email address. Over 90% of the contact forms I get have everything filled in.

      Thanks for the comment.

      BTW: See what Don did there? He showed class – by putting the URL to his article in his profile. Most people just paste links into their comment and it can look really spammy. Of course, now I have to go and click his link because he stands out.

  2. Jim, as you know mate I use friendfeed and I love it.

    I dont get the numbers there that I had with twitter but the level of connection is orders of multitude higher.

    Are you going to post about friendfeed sometime?

  3. I used to be an advocate, but I am just about to stop attending face to face networking events because the return is too low.

    I get good results from the BNI group I use.

    These tips are brill Jim. Thanks.

  4. Hello Matthew,
    Yes, I am going to write about FriendFeed. It’s still very much a geek-centric service, but as you rightly say, it’s superb.

    I hear mixed reviews regarding BNI. I think it depends massively on the group you are in. Good to see you are getting results. BNI is certainly far higher leverage than those shockingly-awful chamber of commerce style networking events.

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