It’s All About the Leads

cold calling companies

Any salesperson will tell you, it’s all about the leads. Without quality leads you’re not going to make many sales. The big question is which methods are best for generating high quality leads that your sales staff can convert into revenue for your company. There is no “one size fits all” best answer out there. What works for one company may not work for another. Here are several tips to help you find your best case lead generation strategy.


  1. Customer Referrals: Word of mouth is still the best advertising you can't buy. People trust their family, friends and neighbors far more than they ever will a salesperson or a marketing flyer. You just can't beat customer referrals for lead generation.

  2. Cross Promotions and Co-Marketing: Similar to the customer referral, creating cross promotions and co-marketing allows you to piggyback on the relationship that a customer has with another company. They like and respect the reputation of that company so they are more receptive to your message and come to your business with a preconceived positive impression. Win-win!

  3. Online Presence: Put yourself out there. Maintain a blog, post on Facebook, Twitter, LinkedIn. Post meaningful content to keep users engaged and coming back.

  4. Create a Newsletter: Stay in the forefront of your customer’s minds by producing a newsletter so you can send out updates. Remember to keep it newsy and not too sales focused. If your customers feel like they are receiving a weekly sales pitch they are likely to quickly unsubscribe. Providing content that is meaningful and of interest to them will keep them reading.

  5. SEO: Make sure that your web presence is doing everything it can for your business. All the blog posts and other content won’t do you much good if the only people seeing them are the ones who are already familiar with your business. The goal here is to attract new customers so you need to be where they can find you.

  6. Speak at Trade Shows and Other Industry Events: The more you can get your name and face out there, the better. Visibility is key to attracting new leads, but timely follow up is also important. You can’t sit back and wait for attendees to follow up with you, you need to reach out if you want to really capitalize on the buzz you’ve generated with your talk.

  7. Create Engaging Videos: Video marketing is very effective. Create the right content and your video will go viral, literally spreading without any additional effort on your part. A well produced video is well worth the investment.

  8. Attend Networking Events: The best way to get invited to speak at industry events or to form those relationships that can lead to co-marketing opportunities is to get to know the other players in your marketspace. By attending networking events you’ll start to make these key connections. You’ll also be up on what is going on in your area so that you can capitalize on events even if you aren't directly involved in them. For example, if the downtown merchants are hosting a “shop local” event one weekend you can encourage customers to head your way for deals the following week.

  9. eBooks: Establish yourself as an expert in your field by producing an eBook. These work best for those in a technical industry or B2B companies. Be sure to keep your publication informative and not “salesy”, your readers want to be educated. Once they recognize you as being knowledgeable in your field, they’ll be more likely to come to you when they are looking to buy.

  10. Be easy to reach. Provide contact information on each page and if you have the bandwidth to support it include a livechat with your webpage.


Of course, all the lead generation in the world won’t work for your small business if you don’t have the ability to follow-up in a timely, effective manner. If you need help generating leads or following up on the ones that you have, Lease A Sales Rep. We are not like other cold calling companies, we can actually help you increase your bottom line. We provide a variety of services including lead generation, appointment setting, tele-sales, inside sales, outside sales, trade show lead follow up, inbound call center, and services Espanol. Whatever your sales force needs include, Lease A Sales Rep has got you covered. Contact us today to learn more about how we can help you! When you need a direct sales operation without the capital costs and management overhead of recruiting and training in-house sales people, Lease A Sales Rep is the answer.

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