Before choosing which prospects to target, it’s best to generate a long list of leads so you can narrow down to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.
Referrals from your best clients are your best source of quality leads. A referral implies that you are trusted and valued. Your referral source can also confirm what it’s like to do business with you.
2. Former Clients
Reach back out to these inactive accounts or find out who some of their competitors are that may be more open to new ideas. They could be your own former clients, or unclaimed former clients that no one at your company is currently working.
Who is working with your competitors? Study competitors to see who is active in the categories you have decided to target.
4. Business & Sales Intelligence Tools
Use business intelligence tools like Hoovers, Datanyze, and Winmo. To find resources best for your industry, do a search online for “sales intelligence tools.” Be creative with how you use these tools. For example, you might look for Industry Associations or Board Certified companies in certain categories. Or try searching conferences for sponsors, speakers, and participants that are good prospects for your industry.
5. Google Resources
Google can offer leads in many ways:
- Google Alerts can send you email notifications about your prospects or clients.
- Google Maps can show you which prospects are in a location you are targeting.
- A simple Google search using key phrases such as “top plastic surgeons near me,” can yield results for locations, reviews, and blogs, for the category you are searching.
On LinkedIn, search for groups, job titles and industries you’re targeting. If you are in media sales, you might search for Marketing Director or Marketing Coordinator to see who has this job and then try to connect and message them.
7. Relationship Marketing
While there is a lot to be found online, remember to move from research to building relationships. Think of the prospecting process as Relationship Marketing. Go to industry events to meet people in person, reach out and connect to form online relationships.
Another tip: Consider blocking 30-45 minutes each day to look for leads and attempt to set appointments. Be sure to have some valid business reasons and your Don’t Give Up Planners handy for the appointment setting sessions.
Don’t fall in the “all the good accounts are taken” trap. There are plenty of sources for quality leads right at your fingertips.