In the business world, if you’re not growing, you’re dying. Generating new clients and discovering new sources of revenue are a must if any business wants to stay competitive, and both of these require leads. But how can small businesses compete for leads?
Large, established business have the advantage of branding and name recognition to keep a constant stream of new clients rolling in. Small businesses are different: they need to get out there and do some dirty work to get people interested. Here are several easy and effective methods that, if done correctly, can ensure a steady stream of client leads and more income.
Create eBooks, Newsletters and Blogs
If your business has a website (if it doesn’t, stop everything and make one now!), then you are already poised to take advantage of internet marketing and the benefits that come along with it. eBooks, newsletters and blogs are important for generating leads because they present clients with quick insights and detailed looks into your business and the services you offer. Each of these can be linked directly to your website for easy visitor access.
eBooks are long publications that are designed to inform readers about certain areas of your business. These work especially well for B2B companies because people are always eager to learn more about their chosen professions. Remember: eBooks are not for selling your services, but for providing information that give actionable insights.
Newsletters and blog take advantage of the immediacy of the internet. Newsletters are subscription based, so there is a built-in captive audience, while blogs are more informal and you can talk about whatever topic is your mind that day to interest readers.
If you’re having trouble, there are some companies that sell leads to small businesses, like this website does with painting leads. This takes a lot of the legwork out of generating leads yourself, but it also allows you to focus on more organic generations, like eBooks and newsletters.
Companies that sell leads have a variety of packages that can suit any small business. Some will sell pre-qualified leads that have already expressed interest in the niche that your business serves. Others will offer mailing lists and marketing lists that can give you access to thousands of potential clients.
Lead pricing can vary, from just a few cents per lead to over one dollar per lead, so take your budget into consideration and weigh the pros and cons of spending money to gain more clients. If you think that the sales generated by the new leads will outweigh the cost, then buying lead lists may be the right choice for your business.
Webinars, or web-based seminars, are an inexpensive way to get your message to thousands of potential clients. The typical business webinar takes the place of traditional business meetings and keeps partners, clients and leads abreast of the products you offer. The best part is, anyone can watch them on their own time, meaning leads can be generated day and night.
Use webinars to brag about current products or introduce new ones, maintain a close connection to clients or to showcase your business as a whole. And if you ask people to register before watching, then lead gathering is even more simple.
The end of a webinar is a great opportunity to ask people to sign up to your newsletter or read your eBook.
Even in the world of social media, emails and texts, nothing beats face-to-face interaction when it comes to generating leads. Attending local networking events will allow you to meet new people, gain referrals and extend your personal network.
Local Chambers of Commerce usually hold monthly and annual meetings, so be sure to take advantage of these. If you are not a member of your local Chamber, then make sure to sign up. Small businesses benefit greatly from the networking events they provide; they help build new relationships and are usually inexpensive.
In many cities, groups of business owners will hosts their own informal events at bars or restaurants that are more relaxing than official networking events. Always browse the internet or newspaper to find opportunities, and remember to stock up on business cards…you never know how many people you will meet or who would love doing business with you.
The task of generating leads for small business owners can be daunting, but it is a necessary part of growing and staying relevant, so never miss an opportunity to gain new clients.
About the author
Hey everybody, my name is Garret Merkley. I started marketing online back in 2010 and haven’t looked back since. I have done everything from building successful YouTube Channels to helping local mom and pops dramatically grow their business with top 3 Google Rankings. I love helping local businesses dominate the search results and you can expect me to keep doing it for years to come.