How do you find new leads?

Want new leads? Your offer defines your audience. But also do your alliances define your offers. If you have nothing truly innovative to offer, who'd care to respond to anything you'd promote? Start by identifying non-competing businesses or professionals who serve your same or a complementary target audience. Forge partnerships with them! Approach these potential associates and propose doing mutually beneficial activities with them. Explain how collaboration will help both of you reach a broader audience and add value via a combined message. This is one way to explore a new promotional angle on a commonly existing audience, or test a new audience for an existing though newly enhanced product or service that was flattening in sales.

One thing I found helpful is to understand what the product I'm selling is solving. Then you start mapping the roles and titles within your target companies. Then you start reading blog posts written by people in these roles to understand their day-to-day and how you can help them solve common issues.

When it comes to lead generation in our times, you have to be super focused and super personal in your lead generation. I don't agree this is a number game, but more of a quality of leads game. That alone creates a mindset of a better-qualified sales funnel.

LinkedIn is a great tool for lead generation. Using LinkedIn company pages and the new lead gen form feature combined with LinkedIn events is a great way to generate a list of people interested in what you do.

Better than thinking exclusively about any channel of communication, think about creating a multi-step lead generation process. Channels are means that fit as part of a gradually engaging experience for prospects. For example, you may start by offering a free workshop or seminar hosted by your strategic partner. Attendees sign up online. But additional resources show up physically through snail mail, hand-delivered. You use email only to let them know so. This instantly makes you stand out! In the physical package, there is a customized reference to getting more details...over the phone. On the call, you mention a shortened URL for a social media post. The post links to a video, etc. Leverage channels for a multi-sensory experience.

What is valuable content? Because aren't you tired of reading about how you must produce value right and left with your content? What does that really mean? Craft a "Shock and Awe" offer. This means that you develop a compelling and so unique proposition, that it impresses and overwhelms the heck out of your audience. You're going for making a stunning impact. Offer an attention-grabbing report, or a stupefyingly unbelievable toolkit, or access to a staggeringly influential resource. But make it mind-blowing! That's valuable content. It's the very kind that makes you UNCOMFORTABLE, but which your prospects will find IRRESISTIBLE.

What matters when it comes to your lead capturing interfaces (i.e. landing pages & forms) is whether you've positioned yourself as an authority to be taken seriously. Present your unique knowledge to build trust and credibility, including testimonials. And, of course, continuously test and optimize every element of your lead capturing process to keep communication seamless. Track metrics like conversion rates, engagement, and client acquisition costs to refine your strategy and measure ROI. Because only with numbers can you make informed decisions that are not based on anecdote.

Email marketing has been one of the oldest methods of lead generation. It has evolved with time. It is important to understand what value addition your product or service brings to your customer and communicate that effectively in a concise manner so that your prospect has a clear idea of how you can solve their business problems. These steps may bring down a lot of effort in the sales cycle and may help you close the deal faster.

Acquiring clients is unsustainable if you're not maintaining strong relationships with them. Because only satisfied clients refer more new business to you, else they ruin your business. Provide exceptional service and continually inquire of your clientele how you can continue to serve them BETTER. This ensures repeat business and referrals for you. It's the entire purpose behind nurturing your leads.