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Updated: June 12, 2023 101

101: Generating leads

Sales lead to revenue, and revenue leads to meeting company goals; but what leads to sales? Leads, of course. Unfortunately, leads don’t just fall in one’s lap (until referrals start rolling in, that is). Here are three ways to sharpen your leads game a bit this coming week. Why not put some of these into action?

Meticulously qualify leads. Any lead is not a good lead, after all, according to SalesProLeads, a lead-qualification program company based in Reno, Nevada. “To qualify leads is to focus on quality over quantity. A big list of prospects who are not interested is not nearly as helpful as a smaller list of those who show a genuine interest and are open to a conversation,” the company blog states. Sales opportunities should fit a company’s ideal customer profile, as opposed to adding just any old willing prospects to email campaigns (and hoping they will call).

Wear a name badge. Indeed suggests this, especially for those who work in real estate: Wearing a name badge with your company and title in public places can steer conversations toward your work and foster leads. “That’s when you can ask if they need any help,” Indeed’s editorial team suggests, after sharing insights or trends in the local market to show you know your stuff. Don’t forget to have business cards with you.

Create human-focused and value-based content. “Companies spend far too much time being product-focused in their content and not enough time correlating their products with how a client’s problems can be fixed,” says Yunche Wilson at Forbes. She recommends using various mediums and concentrating on the unique buyer’s journey. “Companies will be able to bridge the trust gap and shorten the sales cycle,” she says.

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