In the competitive world of sales, the ability to generate leads is a prized skill for any sales professional. This article explores effective lead generation strategies for individual sales representatives, focusing on both conventional and contemporary approaches.
First and foremost, Individual sales rep must embrace outbound lead gen approach to stay on top of target achievement while the type of efforts could be different for B2B or B2C.
1. Constant effort to develop and manage database of industry and target audience (Use online and offline Research)
Maintaining a personal database of industry and target audience is important for someone who wants to ace lead generation. A study on the target audience, an understanding of their traits or business, and a database of their profile, products and pain points are always handy while approaching them for business. When this database is up-to-date, meeting or calling or emailing people from these profiles or companies is much more comfortable than you think of.
This is applicable to both B2B as well as B2C scenarios except when you are directly gate crashing for business.
2. Socialize, don’t mind some pressure on your wallet
Meeting more people and attending more social events is one of the best ways to build your social circle. Some of the friendships and relationships built today might be fruitful to you immediately or years later. Sales reps often worry that they are spending money out of their pocket, but over the long term, the benefits coming from such connections are noteworthy.
3. Build connections with other sales people for getting more leads
The new weapon in your hunting kit – Connections with other salespeople on a platform like SalesGuys could help you develop strong professional ties with other salespeople who can compliment your lead gen goals.
4. Membership Associations and Community Events
Many of the residential areas have community halls or parks that have active committee members. Approach them for a product demo opportunity with all the members, need be a sponsor with a goodie for an event that has more members attending.
For B2C Sales-
ex: RJ Nagar community hall, Arya Vysya Samaj, Mulund Co-operative Society,etc.
For B2B and to some B2C Sales –
ex: Identify the scope to meet members of Associations like– NHRD, HYSEA, ISHRAE, Industrial bodies and many such other professional bodies and request for demo opportunities and build leads (free the paid way).
5. Build your personal brand in the market and attract leads the unexpected way
Guest posting and third-party listings are invisible blessings for personal branding. Demonstrate your expertise on the subject or the product that prospective buyers are searching for either by answering questions of prospective buyers on forums sites like Quora or do a free-lance writing for other review sites. When you participate on such platforms, you slowly feature your product/service along with your name on such platforms, it reaches the target audience as a form of suggestion or advice. It gets easier for you to convert them into leads when you approach them.
Ex: A company or an individual looking for reviews or feedback on a product or service that your business is selling and you are in few of those who wrote information about such products or services on any of the platforms mentioned above, your chances of being contacted by those leads are high.
6. Seek help from your existing prospects & customers
Aside from asking for references from your existing customers, you could also seek their help on identifying other sources or associations that feature similar prospects like them. Remember, ask first before you prepare yourself to hear YES or NO. Who knows, you may find some new light on your lead gen approach directly from the customers who once were a lead.
Bonus –
Customize your content – Win their heart, and their mind
There is always an extra value to people who talk less, and to the point. The modern-day email etiquette has reached a threshold where the precision of the details in the email and cold call makes all the difference. When you address the right data points and answer the right questions, you have reached half the distance already.
Conclusion-
Individual efforts in lead generation are invaluable and business-altering. A sales rep who creates his/her path and strategy to do this will create their success in the industry.
