Lead generation, of course! Call it prospecting. Call it contact management systems. Call it working your database. By any name, without it, your business will not grow!
Yet, in all my travels teaching entrepreneurs across the United States, I find that lead generation seems to be the one thing sales people like to do the least. Why is that?
The number 1 reason for hesitation and disdain for prospecting is fear of rejection. It is a justifiable reason, but there has to be an easy way to replace the fear with excitement to reach out and connect with potential customers and clients.
Here are 5 simple tips to help you do just that!
1. Start by contacting those folks who you already know and like. Chances are, they probably know and like you too! This makes reaching out for them fun and easy!
2. When you connect with them, just have a conversation! Stop being the salesperson. Be the person first. Just talk and stop trying to sell. Talk about things that are important to them to solidify your relationship with them.
3. In the normal course of conversation, when you invite them to talk about themselves, they will naturally invite you to talk about yourself. That is when you can update them on how your business is doing.
4. When you talk about your business, use the Tommy Hopkins approach: “Business is unbelievable”! It could be unbelievably good or unbelievably bad, but you don’t need to qualify it either way.
5. Don’t ask them if they are ready to buy or sell. Ask them if they know of anyone who might be interested in buying or selling. By doing this, there is no need for them to go on the defensive. Instead, they have the opportunity to help someone they know and like! When you do a great job for the person they refer to you, they will be glad they did, and will continue to make more referrals! Thus, helping you to multiply your business!
Bonus Point: Give them something of value! When people receive something worthwhile, they are so willing to reciprocate! Life, and business, is all about giving and receiving. Be the first to give and graciously receive what naturally follows! It’s usually good stuff and that is nothing to be afraid of!