Here is what I have found to be the most effective way to generate business. This is the 3 point method that will ensure that you always have a pipeline of leads flowing to your business -
#1 - Join a referral network that physically meets offline
In the summer of 2011, I decided that I need more people to know about my web design and development business. My client invited me to a referral group called Business Networking International - commonly known as BNI.
I said no. See I had been to a BNI before many years prior and my experience was horrible and I left after the first 2 weeks. I even told him not to join. His response? -
"These are high quality people, that are focused on building relationships with each other and they pass a LOT of referrals every week."
So I agreed to go and in my first meeting I witnessed a referral passed that netted the recipient $50,000...in one referral.
At that moment I realized that person to person networking is one of the fastest ways to get referrals. I joined and have consistently gotten and given referrals and built relationships with people in the group. It literally exploded my business and I learned about the power of networking.
When you join a referral group, you essentially create a referral sales force that keeps you top of mind. Now you don't have to join BNI, it's just the one I recommend because it has a very specific structure that works. The important thing is that you are part of a physical networking group that meets regularly where there is a structure for giving and getting referrals
#2 - Give Referrals & Create Opportunities to connect people
The same year - 2011, I also joined my local Chamber of Commerce. I would go to the mixers and tell everyone about my Web design, development and marketing business. After going to a few chamber events without any success generating leads, I changed my strategy. I left my business cards at home and started asking people at the business mixers these 3 questions:
1. What problem does your business solve?
2. Who is your ideal client or customer?
3. How can I help you right now with your business?
If the way I could help was something within my expertise, I would offer a portion of the help for free and then ask if they would be interested in more. If it was beyond my expertise I would find a person who could help and connect them.
I would record the answers and pretty soon I was able to find people that I felt would be a benefit to each other, connect them and pass on referrals.
I created a business mastermind within the Chamber and we would meet for lunch and talk about business and how to help each other. Not only did people do business with each other, they also referred business to each other and...to me!
I am still a member of the Chamber till this day.
#3 Use the Internet - A website, strategic marketing plus social media equals lead gold.
In 2009, a tiny little website I built, saved my life. The market crash left me, my wife and baby daughter penniless. Needing some fast cash, I used my working MacBook pro to create a website and uploaded pictures of all my office furniture, home furniture, some business books, a flat screen TV and a gorgeous office chair (it looked like a throne!) and placed it for sale. I didn't know how to get the word out about my stuff back then so, I went on craigslist and created a listing and directed people to my "furniture website". I also told everyone I met offline to go to my website and check out my stuff. I would be at the gym talking about my website, mixers, networking events, family functions - everywhere.
Within 2 weeks I had sold everything and Had $4200 in cash. I was able to buy diapers, some food, pay my delinquent car note and relaunch my web business -and the rest is history. That silly website made all the difference, because it continued to sell my stuff - 24/7 until it was sold.
Now the internet is one of the most powerful ways to generate leads today - however it's important that you have the right strategy in place before you take this step. Also most web strategies are what I call sowing seeds strategies. No overnight successes here. It's more about consistency and committing to a process. So here is a strategy for a web presence that generates leads for your business:
1. Have a website that clearly expresses your unique selling proposition
2. Make sure your website tells your ideal customer what they need to do to benefit from your service.
3. Create a Customer Avatar or several and tailor your copy to that avatar. (this is critical before you do any marketing).
4. Make sure your website does the critical three - Sells your services, Educates about the benefits of your services and allows people to Request your services.
5. Use Social Media like a Mad Person. You need to be talking about the benefits of your service as much as you possibly can...everywhere online. The critical thing you have to keep in mind here is that everything you talk about has to give incredible value to the people listening...and include a call to action. Use every medium possible including text, articles, imagery and most of all video.
6. Use paid ads (Google or Facebook) to target your message to your customer avatar where ever they are. Only do this if you have a very good system to manage the customer journey. I recommend using a professional for this. Also only go this route after you have been doing the earlier steps for some time. Trust me, it will make all the difference.
I get clients from a variety of online and offline marketing methods. Since my team and I do web design and SEO, that's one method that has worked quite well. Not a ton of traffic and not the best conversions, but steady gain of clients with a initial free consultation. I've also had good luck with networking - especially BNI. The best by far has been writing a book and doing seminars. By sharing valuable information to a group, it builds trust and relatedness in about an hour and usually results in multiple clients. Recently, I've created a partnership with the strongest coach/consultant client education and lead generation group I've ever seen. It's a close knit group, so can't share here, but if you want a personal introduction, let me know ...
I use a variety of methods including Blogs, landing pages, polls, surveys, email marketing and LinkedIn InMail. There is no easy "just use this" formula.
Hard to top what Clifton said but I do best with live workshops and events. I've got tons of content out there and loads of social media accounts that I work regularly but in-person generates way more interest and they're more inclined to tell a friend. Of course, it helps to be a good speaker and know how to close. Networking is good but it has to be strategic and should be followed with a "one-on-one" to build referral partners and relationships. You can't expect to attend an event, hand out some cards, and instantly get business. Networking doesn't work that way.
Attending my niche market's conferences;while there meeting the heads of the Associations' chapters; nurturing them to get (typically hired for) speaking gigs; following up with the delegates who attend my seminars/workshops. So, in a nutshell ... attending where my people congregate in person and building relationships with them. It's taken travel to do this, and that's right up my alley. Travelling to places like Panama, Hawaii, Mexico, southern U.S. states, from one side of Canada to the other and various points in between.
One of the best ways for me is to network in social groups that have people who could use my expertise. I do consulting with job search groups, who represent professionals. Staying actively involved with social groups, both on-line and face to face give you a new audience to promote services and to get to met you
You have got to be consistent with a mixture of face to face meetings, calls, hand written cards, emails, texts. When communicating you need to be a giver and provide value. You want to be the be known as the expert in your field and when people are talking about your industry that you are there go-to person.
Building solid relationships. Also, creating an active referral program to have your best clients also be your cheerleaders is the best source I have found.
For my business the best lead generating system comes from referrals from former and current clients, business associates, networking events, and different forms of advertising to create an awareness about my company and the products/services provided. As a multi-industry distributor/ consultant, I utilize numerous lead generators for whatever product or service being provided. For instance, I offer a Family Protector Plan (burial plan) that enables me to sign up (7) family members in a burial plan for the low monthly cost of $29.00 per month. Now, even though this is NOT an insurance product, I'm able to utilize the lead generation services that insurance agents use to acquire leads of people who are interested in a final expense plan. Both plans are similar but they are completely different in cost and benefits. Again, the key is to generate leads from current customers, referrals, lead generating companies (depending upon your industry) and never ever forget to network with the businesses in your neighborhood.
I hear many responses on here about referrals and word of mouth. Those are two great sources of strong leads, but hard to count on. They can come and go. There is a lot of manual labor in the responses I see (which is great when you are setting up, but time consuming to continue week after week). What about creating real marketing efforts that you can setup, adjust, tweak and know how many leads you are getting from every source and do this without spending extra money?
By utilizing what you already have (Much of it is sitting right in this thread or network) including your website, client list and so on, you can setup real funnels of quality leads coming to you that you can turn on and off at will. Most everything I teach is either done incorrectly or not done at all by most businesses. No wonder 95% go out of business by year 5.
I would like to provide a webinar if the interest is there which would cover these strategies and tactics without any sales pitch from me. There is a lot that can be covered in 1 hour. Most of this is the opposite of what you've been taught.
Would this be of interest? Please comment or just like this comment if interested so I get an idea.
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Answers (1-10)
Hello Scott,
Here is what I have found to be the most effective way to generate business. This is the 3 point method that will ensure that you always have a pipeline of leads flowing to your business -
#1 - Join a referral network that physically meets offline
In the summer of 2011, I decided that I need more people to know about my web design and development business. My client invited me to a referral group called Business Networking International - commonly known as BNI.
I said no. See I had been to a BNI before many years prior and my experience was horrible and I left after the first 2 weeks. I even told him not to join. His response? -
"These are high quality people, that are focused on building relationships with each other and they pass a LOT of referrals every week."
So I agreed to go and in my first meeting I witnessed a referral passed that netted the recipient $50,000...in one referral.
At that moment I realized that person to person networking is one of the fastest ways to get referrals. I joined and have consistently gotten and given referrals and built relationships with people in the group. It literally exploded my business and I learned about the power of networking.
When you join a referral group, you essentially create a referral sales force that keeps you top of mind. Now you don't have to join BNI, it's just the one I recommend because it has a very specific structure that works. The important thing is that you are part of a physical networking group that meets regularly where there is a structure for giving and getting referrals
#2 - Give Referrals & Create Opportunities to connect people
The same year - 2011, I also joined my local Chamber of Commerce. I would go to the mixers and tell everyone about my Web design, development and marketing business. After going to a few chamber events without any success generating leads, I changed my strategy. I left my business cards at home and started asking people at the business mixers these 3 questions:
1. What problem does your business solve?
2. Who is your ideal client or customer?
3. How can I help you right now with your business?
If the way I could help was something within my expertise, I would offer a portion of the help for free and then ask if they would be interested in more. If it was beyond my expertise I would find a person who could help and connect them.
I would record the answers and pretty soon I was able to find people that I felt would be a benefit to each other, connect them and pass on referrals.
I created a business mastermind within the Chamber and we would meet for lunch and talk about business and how to help each other. Not only did people do business with each other, they also referred business to each other and...to me!
I am still a member of the Chamber till this day.
#3 Use the Internet - A website, strategic marketing plus social media equals lead gold.
In 2009, a tiny little website I built, saved my life. The market crash left me, my wife and baby daughter penniless. Needing some fast cash, I used my working MacBook pro to create a website and uploaded pictures of all my office furniture, home furniture, some business books, a flat screen TV and a gorgeous office chair (it looked like a throne!) and placed it for sale. I didn't know how to get the word out about my stuff back then so, I went on craigslist and created a listing and directed people to my "furniture website". I also told everyone I met offline to go to my website and check out my stuff. I would be at the gym talking about my website, mixers, networking events, family functions - everywhere.
Within 2 weeks I had sold everything and Had $4200 in cash. I was able to buy diapers, some food, pay my delinquent car note and relaunch my web business -and the rest is history. That silly website made all the difference, because it continued to sell my stuff - 24/7 until it was sold.
Now the internet is one of the most powerful ways to generate leads today - however it's important that you have the right strategy in place before you take this step. Also most web strategies are what I call sowing seeds strategies. No overnight successes here. It's more about consistency and committing to a process. So here is a strategy for a web presence that generates leads for your business:
1. Have a website that clearly expresses your unique selling proposition
2. Make sure your website tells your ideal customer what they need to do to benefit from your service.
3. Create a Customer Avatar or several and tailor your copy to that avatar. (this is critical before you do any marketing).
4. Make sure your website does the critical three - Sells your services, Educates about the benefits of your services and allows people to Request your services.
5. Use Social Media like a Mad Person. You need to be talking about the benefits of your service as much as you possibly can...everywhere online. The critical thing you have to keep in mind here is that everything you talk about has to give incredible value to the people listening...and include a call to action. Use every medium possible including text, articles, imagery and most of all video.
6. Use paid ads (Google or Facebook) to target your message to your customer avatar where ever they are. Only do this if you have a very good system to manage the customer journey. I recommend using a professional for this. Also only go this route after you have been doing the earlier steps for some time. Trust me, it will make all the difference.
I wish you much success!
Clifton M.
I get clients from a variety of online and offline marketing methods. Since my team and I do web design and SEO, that's one method that has worked quite well. Not a ton of traffic and not the best conversions, but steady gain of clients with a initial free consultation. I've also had good luck with networking - especially BNI. The best by far has been writing a book and doing seminars. By sharing valuable information to a group, it builds trust and relatedness in about an hour and usually results in multiple clients. Recently, I've created a partnership with the strongest coach/consultant client education and lead generation group I've ever seen. It's a close knit group, so can't share here, but if you want a personal introduction, let me know ...
I use a variety of methods including Blogs, landing pages, polls, surveys, email marketing and LinkedIn InMail. There is no easy "just use this" formula.
Hard to top what Clifton said but I do best with live workshops and events. I've got tons of content out there and loads of social media accounts that I work regularly but in-person generates way more interest and they're more inclined to tell a friend. Of course, it helps to be a good speaker and know how to close. Networking is good but it has to be strategic and should be followed with a "one-on-one" to build referral partners and relationships. You can't expect to attend an event, hand out some cards, and instantly get business. Networking doesn't work that way.
Attending my niche market's conferences;while there meeting the heads of the Associations' chapters; nurturing them to get (typically hired for) speaking gigs; following up with the delegates who attend my seminars/workshops. So, in a nutshell ... attending where my people congregate in person and building relationships with them. It's taken travel to do this, and that's right up my alley. Travelling to places like Panama, Hawaii, Mexico, southern U.S. states, from one side of Canada to the other and various points in between.
THE IN-PERSON personal touch.
One of the best ways for me is to network in social groups that have people who could use my expertise. I do consulting with job search groups, who represent professionals. Staying actively involved with social groups, both on-line and face to face give you a new audience to promote services and to get to met you
You have got to be consistent with a mixture of face to face meetings, calls, hand written cards, emails, texts. When communicating you need to be a giver and provide value. You want to be the be known as the expert in your field and when people are talking about your industry that you are there go-to person.
Building solid relationships. Also, creating an active referral program to have your best clients also be your cheerleaders is the best source I have found.
For my business the best lead generating system comes from referrals from former and current clients, business associates, networking events, and different forms of advertising to create an awareness about my company and the products/services provided. As a multi-industry distributor/ consultant, I utilize numerous lead generators for whatever product or service being provided. For instance, I offer a Family Protector Plan (burial plan) that enables me to sign up (7) family members in a burial plan for the low monthly cost of $29.00 per month. Now, even though this is NOT an insurance product, I'm able to utilize the lead generation services that insurance agents use to acquire leads of people who are interested in a final expense plan. Both plans are similar but they are completely different in cost and benefits. Again, the key is to generate leads from current customers, referrals, lead generating companies (depending upon your industry) and never ever forget to network with the businesses in your neighborhood.
I hear many responses on here about referrals and word of mouth. Those are two great sources of strong leads, but hard to count on. They can come and go. There is a lot of manual labor in the responses I see (which is great when you are setting up, but time consuming to continue week after week). What about creating real marketing efforts that you can setup, adjust, tweak and know how many leads you are getting from every source and do this without spending extra money?
By utilizing what you already have (Much of it is sitting right in this thread or network) including your website, client list and so on, you can setup real funnels of quality leads coming to you that you can turn on and off at will. Most everything I teach is either done incorrectly or not done at all by most businesses. No wonder 95% go out of business by year 5.
I would like to provide a webinar if the interest is there which would cover these strategies and tactics without any sales pitch from me. There is a lot that can be covered in 1 hour. Most of this is the opposite of what you've been taught.
Would this be of interest? Please comment or just like this comment if interested so I get an idea.