9 ways to figure out how many potential customers you have

Your ideal customer is out there, its just a matter of you looking in the right place, at the right time, using the right tools! Lead generation is never an issue if all the 3 are in place. Before you actually begin with lead generation, sorting out your areas of approach and methods you use to approach your prospects needs to be planned and mapped. Given below are 9 ways in which you can generate quality leads for your business.

Step 1

Develop a plan

Consider who would make an ideal customer for you. Find out, what department is most likely to buy your products or services, and what individual would be the one to decide the specific purchase requirements. Make calls to find out, if required. Then consider how that individual would normally find products or services like yours. What circles do they travel in? Who are they likely to listen to or where do they look when they want to buy a product or service. Make sure to find a way to put your information, or yourself, in their path.

Step 2

Make your presence felt

Sales often happen because potential customers hear about your products and services in several ways and from different sources. The more often they hear about you, the more likely they are to consider, when they are ready to buy. Emails are the best way to approach your prospect and also stay on top of their mind. Periodic emails are an essential element of your marketing strategy. Buy email list that are verified and opted in so you don’t have to do the dirty work. 

Step 3

Work your local newspapers

Daily and weekly newspapers are an incredible source of contact information and leads to potential customers. Look out for names of people who have been endorsed, who have won awards recently, who have opened new businesses, or who in any way may be potential customers. Send those people personalized mails to congratulate them on their success. Tell them how interesting the article about them was. Do not forget to include your company name and slogan along and any appropriate product information with your signature.

Step 4

Sponsor Events

Look out for events that may get your potential market together. Contact the organizers of the event. Offer to give away your product or service as a prize during the event in exchange for having the group promote you in their promotions.

Step 5

Work your personal network

Ask your friends if they know of people who can use your services, or people who may know others who could use your services. If your pricing structure allows it, offer friends and business associates remuneration for referrals that turn into jobs.

Step 6

Study your successful competitors

Find out your competitors, where do they advertise? Where do they network? What strategies do they follow? What works for them may work just as well for you.

Step 7

Find your “place” in Google

Google is the new yellow page. While you’re at it, be sure to list yourself in any directories you qualify for. Chambers of commerce and other local business groups often have member directories in which you can list contact info and website address (URL).

Step 8

Ask for feedback when prospects do not buy

Ask for feedback, if your customer is not buying from you. Find out whether they found a product that better served their needs? Have they decided, they don’t need the product at all? Did they just delay their buying decision? Did they find it difficult to place an order on your web site? Use what you learn to make needed changes and watch your business grow.

Step 9

Attend meetings and seminars that your prospects might attend 

If you’ve been doing that and haven’t made contacts that could lead to sales, try new networking groups. Look in the newspapers to see what other organizations hold events that might attract your target market and attend some of those meetings.

Follow up after meetings. Contact the people you’ve met to see if they may be prospects. If they say they don’t need your services now, ask when a good time to call them back would be, or if they have business associates who could use what you sell now.

Amy John is a marketing executive with over 12 years of experience in the execution of marketing and lead generation strategies. Currently, she heads the marketing department at Email Data Group, a renowned B2B database provider.