Qualified Leads

Successful salespeople are able to qualify their leads. Making sure you know the best sources for leads can be a turning point in your sales career. Most leads start from cold calls and then from your network of friends and family. Cold calling will produce leads they will just be a much smaller percentage. Friends and family will be able to direct you to the best outlets. I have found that the best leads I have ever received have been through direct sales calls and referrals. I have had to go out and shake hands and make the phone calls . Leads will never come to you. I have signed up for several lead generators and they have never out performed my own calls and referrals. To encourage referrals I simply ask customers if they are happy with the service to tell someone they think could use it. I try to encourage communication between each other. I provide them with referrals and am provided referrals. Your clients will become your biggest advocates if you let them.

How to Build Referrals

Does anyone like going your neighbors and asking them to buy into your latest venture? I have never found that to be enjoyable. I have been able to talk to any stranger without problems, but it is harder for me to recommend what I am doing to someone directly in my circle. I have always tried to limit my sales pitches to my circle. I do think that leveraging your referrals is the key to building a business. Here are a few steps I try to take.
1. Never push and understand people when they say they need time or to back off.
2. Create and email marketing campaign. Send out an email just announcing what you are doing. It is less invasive and allows for an open dialogue.
3. Casually discuss your business in an open environment so your friends and family can ask questions as they are interested.
4. Tell them your story - people love to hear about the entrepreneur and most of the times looking to help.
In my experience referrals can be the most successful sales technique. Making sure you take care of their business and do not force them into it is one of the most important aspects. Make sure to build your business with a strong foundation.