Jim Connolly Marketing

10 ways to get massively more sales leads!

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more sales leads, get more sales, marketing

Sales leads or enquiries are an essential part of the marketing process.  After all, a steady flow of good quality sales leads, when acted upon correctly, can lead to a regular stream of lucrative business and allow business owners to plan ahead with confidence.

This brief post contains 10 powerful lead generation ideas, which you can add to your marketing arsenal. Why bother with so many lead generation options?more sales leads, get more sales Many small business owners make the mistake of relying too heavily on just 1 or 2 sources of leads. The problem with that approach, is that if one of those lead sources slows down or stops delivering, you are in BIG trouble!  It’s far better to develop a wide spread of inbound, sales lead opportunities.

So, let’s get started!

Sales Leads via Word of mouth

If you want to get the marketplace talking about you to their friends, give them something to talk about!

The golden rule of generating leads via word of mouth, is that you need to be remarkable if you want people to remark on you!

Sales Leads via Email marketing

This is easily one of the most powerful forms of lead generation I have ever used.  For very little cost, a professionally copy written email marketing campaign can generate a steady supply of high quality, targeted sales leads for your business.  Don’t do like most small business owners and use amateur marketing copy, but it doesn’t work.

Sales leads via Twitter

I have personally generated well over £100,000 for my business, directly via leads I attracted via Twitter.  Sadly, I have met just a tiny number of people, who use Twitter correctly as a form of lead / business generation.

Here’s a tip: Be selective and don’t just follow every person and every trend you see!

Sales Leads via Tele Marketing

Whilst I do not recommend you try this yourself, you might want to consider using a professional telemarketing company as a source of lead generation.  This works better in some industries and countries than others, so look before you leap.

Tip:  One thing telemarketing companies have in common is that they’re very good at selling what they do to their target market [you]. They’re not always so effective when it comes to generating leads for their clients.  So, before you consider hiring a telemarketing company, check out their references.  Talk to their clients if possible.

Sales Leads via Networking

I choose to do all my networking online these days.  Whether you choose online or offline networking, the key is to network with the right kind of people.

Form associations with people who either have a need for your services or access to people, with a need for your services.  Let them know what you do and the kind of people you work with, so they know who to recommend you to. This will greatly increase the volume and quality of leads you get.

Tip:  Not all contacts are created equal.  Yes, as human beings we are all of equal value.  However, when it comes to business, some people are far more influential than others.  Seek out the influential.

Sales Leads via Mail shots

Mail shots, (sometimes called direct marketing) has become an increasingly powerful way to generate leads.  With more and more marketing moving online, a hand signed letter from a fellow businessperson these days REALLY catches the reader’s attention.

Sales Leads via your Website or blog

Your site should be a lead generating machine for your business.  Jim’s Marketing Blog attracts over 100 emails a day, many of which come from prospective clients or customers.  Your website should be doing the same.

Tip:  Make it easy for people to contact you.  Publish your phone number and email address.  If you use a contact form, just ask for their name, email address and message.  You don’t need anything else to begin with and every extra piece of info you ask for, massively lowers your conversion rates!

Sales Leads via Joint Ventures and Endorsed Relationships

To find out about Joint Ventures and Endorsed Relationships click the appropriate link!

Sales Leads via Newsletters

Newsletters are a great way to generate leads.  I have found that a well written newsletter, which resonates with your audience, is a very effective way to position yourself as the person with the answers, to their problems.  Then, when they decide to get professional help with their problem, you are already the natural choice.

Focus on providing useful information, not sales pitches.  Too many newsletters are glorified ads, with little genuinely valuable information, which is the exact opposite of what you should be doing.  The most successful newsletters are focused on the needs of the reader.  Be useful and let them know you’re there to help them if they have a problem.

Sales Leads via Advertising

The right message, placed in the correct advertising vehicle, can produce fast, measurable results.  The reason so many small business owners claim advertising doesn’t work, is that they use amateur copy and put it in the wrong place.  Advertising works!  It works extremely well.  However, an uninspiring message sent to the wrong people, at the wrong time, doesn’t work (how could it?)  If you are thinking of advertising and you have tried before and found it didn’t work, either get a professional in… or leave it!  You can waste a lot of money with ineffective advertising.

Obviously, there are far, far more proven ways to generate leads, than can be covered in a blog post.  However, I hope those above have got you thinking about investing in some new lead generating activities.

Want to massively improve your marketing? Then get specific!

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There’s a big difference between learning something and learning something of value.  When I speak with people about my services, I often say;

“Some coaches teach so others can learn – That’s not me!
Some coaches teach so others can accomplish – That IS me!”

This is because not all information is the same.  I meet with businesspeople all the time, who tell me how much they enjoyed a certain book or how interesting they found a seminar or workshop they attended – BUT that they still have the same problems or challenges.  They were educated, but with the wrong information for their unique situation.

What are your specific marketing challenges?

I’m guessing that every person reading that question, will have similar answers.  They may want to:

  • Make more sales.
  • Make the same number of sales, but make those sales higher quality.
  • Boost their profits.
  • Find new markets for their products / services.
  • All the above

Here’s where the challenge begins for most small businesses.  You see, although they generally want to achieve one or more of the above outcomes, their situations are unique.  For example, they have differing skills, time resources, finances and unique likes and dislikes.  So, if they apply a ‘general’ marketing idea that they pick up from a; book, seminar, website or newsletter, it’s usually pretty ineffective.

Another month / year’s worth of business progress is lost. (Ouch!)

When I put a marketing strategy together for one of my clients, I always match what they want to achieve, with their unique resources.  For those of you intent on going it alone with your marketing, I strongly suggest you try and do the same.

Here’s just a handful of things you need to ask yourself, before you use marketing ideas you find in a book, seminar, website etc:

  • Does it fit in with your time resources?  Do you have the time available to start it off and to see it through to the end?
  • Does it fit in with your finances?  Can you afford to implement it correctly in the short, medium and long-term?
  • Will it provide the results you need quickly enough?  When do you need to see a bankable return (MONEY) from it?  Do you believe it will get you where you need to be in time?
  • Is it consistent with your personality and your reputation?  If you put (whatever) marketing in place, will it be consistent with your commercial image?
  • Can you clearly see the direct benefit it will bring?  Is it going to generate; readers, follows, retweets, Facebook friends OR is it going to generate the bankable results you need?
  • How might it impact your relationship with your existing clients and customers?  For instance, if you are thinking of offering a super deal for new clients, how might this make your existing clients feel – knowing they are getting a worse deal?
  • Is the end result likely to generate the profile of client or customer you want?  Are you sure that doing (whatever) marketing, is going to deliver the type of new business you want?

The point of this post is to highlight that your unique situation will only improve, when you start using strategies that compliment it correctly.

Whatever do you, don’t waste another year doing the wrong things really well!

The secret of a top 10 blog

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I’ve had a few emails this week, after technorati.com ranked this blog inside the world’s top 10 small business blogs for the first time.

technorati, small business, blogsWhilst this ranking will go up and down all the time, to have actually reached that spot is quite an achievement, for a marketing blog that’s little over a year old.

People wrote to me wanting to know how I did it, so here’s my secret!

I write exclusively for people – NOT Google!

Ask any top marketing writer (or copy writer) and they will tell you that it’s a challenge to produce material, which inspires people to take action, to; buy from you, visit you, call you, share your work, click links or email you etc.  That’s because people are complex.

As a marketer, people need to find your message both interesting and motivating and that’s no easy task – Especially if you are simultaneously trying to write that same message so that Google’s search engine software likes it!

So, here’s my secret sauce for a top 10 blog

This blog is read by people, enjoyed by people and designed to help people.  If I get enough genuinely useful content onto this blog, people will share my work and people will link to this blog, allowing me to reach more people.  By repeating that process, people have increased the profile of this blog and it’s readership.

Notice a common thread there?

Yep – it’s all about writing for people!

I love SEO – But I write exclusively for YOU

I don’t try and get certain keywords or phrases into my posts, to score highly with search engines.  If I did, it would change the way I write and dilute the effectiveness of what I share with you.  As a result, 100% of what you read here is written exclusively for people.

I love SEO.  It’s one of the reasons I use the Headway WordPress theme on this blog (affiliate), which is extremely SEO friendly.  I also use tags for my posts to help with my SEO too.  However, I do not deliberately write anything to keep Google happy.

Ironically, by writing exclusively for people, I have attracted around 16,000 links to this blog, which has gifted me a pretty good search engine ranking for many key marketing terms.  For instance, people going to Google searching for marketing blogs will have been able to find this blog on page 1 for the search term; “marketing blogs” for the past 6 months.

In my experience, many bloggers spend way too much time ‘optimizing’ their material for search engines and looking for that one killer trick that will magically send their website / blog to the top of the pile.

While they are waiting for that quick fix, you and I can focus on delivering the best content we can, to people.

Thank YOU!

I would like to personally thank EVERYONE who reads this blog, links to it and shares it with their friends.  As you can see, without your support, this blog is nothing.

Let’s work together and grow your business. To find out more click here!

Have something worth saying and say it well!

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I want to share a valuable piece of advice with you, which I received from my mentor; the late, great Jim Rohn. Here’s what Jim used to say;

“Have something worth saying and say it well.

Jim would use that phrase when speaking about effective communication and I believe it’s also a very simple, powerful way to remind ourselves how to focus our marketing efforts. Let me explain what I mean, looking at both parts of that message, 1 part at a time.

Have something worth saying

Are your products or services worth talking about, or are they pretty similar to other people in your industry? You see, no matter how good someone’s marketing is, it will fail to generate sales or motivate people to buy from them, if its a great message, about an ‘average’ or slightly better than average service.

  • People are bored by ‘average.’
  • They see average everywhere.
  • Average, is camouflage that stops you getting noticed.
  • Average, is bland.
  • Average, doesn’t compel people to do anything.

People need to ensure that their business, products and services are REALLY worth talking about.  Not only is this required if you want to generate word of mouth publicity, it’s also required if you want your marketing to work.

…and say it well

Many people really struggle with effective communication, yet unless we know how to communicate effectively, we can never achieve anything worthwhile in business.  This is why it’s so important that when we have something worth saying, we learn how to say it well.

No business wants to be “the best kept secret” in their industry.  However, the majority of what we see and hear from small businesses is very poorly communicated.  A business that cannot effectively communicate what it does and why people need to buy from them, is placing a VERY low ceiling on their potential.  If such businesses are intent on handling all their own marketing, at the very least, they need to make a study of effective written and verbal communication.

Bottom line: By having a business, product or service that’s worth talking about, and learning how to effectively share this compelling news, marketing becomes a great deal easier.

Marketing blog experiment

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As regular readers will have noticed, the blog looks quite a bit different today!  That’s because I’m running a marketing experiment with a new, more basic looking blog design.

One of the great things about the Internet is that you can easily see, very quickly if a design change is encouraging people to use the site / blog differently.  For example, I will be able to see if there are changes in things like; the number of pages the ‘average’ person views, how long they spend on each page, how many times a page is shared, etc.

I’m really curious if making the blog’s design more basic, will help readers to focus on the actual content; which is what the blog’s all about, after all. Let’s see!

One of the benefits of running this blog, using the Headway wordpress theme (affiliate link) is that I can quickly make changes like these myself, usually in seconds.  As effective marketing is all about testing and measuring, the ability to make changes so quickly, and then adapt based on the feedback, is massively valuable.  Equally, if it’s quickly apparent that the new design needs changing, this can also be done in minutes.  That’s great peace of mind and allows for changes to be made with total confidence.

Sharing my results with you, as always

Because the vast majority of my readers have their own website or blog, I will let you know if the new, more basic look generates an improvement or drop in the blog’s statistics / analytics.  This way, we can learn from my experiment together. I’m guessing it’s going to take a week or so, before I see any relevant data.  Rest assured that as soon as I do, I will pass the findings on to you.

What (if anything) do you think about the new, basic look?  Also, which blogs do you read most often and do you think the design of that blog influences how you read it?  Please take a moment to share your thoughts.

Enthusiasm is contagious

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As I read the business press, business blogs and even some business owners Twitter feeds, I’m seeing more and more people expressing their pessimism about their business in 2010.

Before people bring this type of negative message to their marketplace, they need to understand the kind of damage it can cause.

Pessimism is like a virus

When times are tough, many business owners share their pessimism and fears with their suppliers, contacts and in some cases, with their clients or customers too.  This quickly spreads like a virus, creating in its wake, one of the most damaging problems a business can face – a lack of confidence!  People are far less likely to invest in, recommend or use a business if they fear that business is in trouble or likely to go under.

Blind optimism is not the answer.  However, once you have decided what you want to achieve in 2010 and developed a plan to make it happen, you should focus your energy and efforts on want to achieve; not what you fear.  You see, enthusiasm is just as infectious as pessimism.

Enthusiasm is contagious too

I was prompted to write this post, after meeting Julie Camm. Julie owns Alveston House Hotel.  She and her team are genuinely excited about 2010 and beyond.  This enthusiasm is contagious and it has spread throughout the whole workforce, onto their guests and their prospective guests and the wider marketplace.

With that kind of stewardship, is it a coincidence that their hotel was one of very few to have enjoyed a good 2009?  No.  That’s because enthusiasm is just as contagious as pessimism.  Whilst many hotels lowered their prices and cut back on staff / suppliers / services, Julie took a very different route.  She decided to face the recession with optimism, a solid business plan, hard work (and great marketing of course!!)  As a result, they have created their own self-fulfilling prophecy.  People feel confident booking with them, which creates additional business for them, which generates a buzz; as their guests see so much positive activity.

It would be nuts to just ignore the fact that 2010 looks like it will be another challenging year for small business; however, once you have planned for the challenges ahead, it’s wise to face that challenge with the correct mindset.

How important do you think it is, to focus on what you want in 2010, rather than your fears?  Please take a moment to share your thoughts on enthusiasm / pessimism in the marketplace.