Residential Sales Lead Generation
Here I want to look at Sales Lead generation, focusing on residential or private sales rather than on business to business sales.
One very good method of Sales Lead Generation is through telemarketing.
Follow this link to learn all about generating leads over the phone…However, there are so many ways to generate leads that I wanted to briefly cover a few others here for you.
Shopping Centre Promotions
This is where you set up a casual leasing position at a local shopping center. The idea is that you speak to clients as they walk by. My favourite approach is to offer a freebie. When the client is passing by, ask them if they would like to receive a free gift? tell them about it, even show them pictures of it. Tell them a little about what you do (without trying to sell anything) and then collect their details. Let them know that someone will be in touch in the next few days to arrange for them to get their free gift.
Why would we do it this way? Because this way we are creating a warm lead to call in a few days. We have slowed the sales process right down because it is far harder to sell your product or service on the spot.
Alternately, if you have a lower priced product you could try to build a lot of interest in it on this first contact and maybe even sell at this time – although this is not the way I would do it. I am a huge fan of the customer feeling really comfortable with a slow buying process rather than leaving a customer feeling that they have been “sold to.”
Competitions
This is a fairly non labour intensive way of sales lead generation. Simply set up a competition (you must register it with the correct governing body in your area – in NSW this is the Department of Gaming) to win one of your product. You can use unrelated prizes if you think it will work for you.
Now you just leave competition entry boxes and pads in takeaway shops, doctors surgeries, stores related to your industry or anywhere where people usually have to wait for a period of time. the idea is that while they are waiting and looking around for something to do, they see your competition and enter it.
It is a good idea to offer something to the store owners in return for having your entry box in their shop. Also, you should maintain the look of the entry box and empty it regularly.
Also, make sure when you have the entry pads printed that you include a tick box to allow a call from your company (as per the do not call regulations in your area).
Within a few weeks of a customer entering, you should call them to tell them when the competition is drawn, wish them luck and then talk to them about your offer.
For help on putting together a Call Script…click here…
Mail Out/ Leaflet drop
If you are doing a leafley drop or a mail out, it is always best to follow it up with a telemarketing call a few days later to make your offer. Leaflet drops alone have quite a low conversion rate.
Door to Door Surveys
Don’t be afraid of going door to door. It sometimes gets a bad rap, but I have seen it get amazing results. It is highly cost effective, you can target specific areas and customers will remember you. Also, there is something about being one on one and face to face with a client that makes them feel more like saying yes.
My favourite method is to use a Questionnaire, much like the one we used in the Tele-Questionnaire on the Telemarketing Lead Generation Page… In fact you can use the same survey, just face to face. Again, we will follow this up a couple of days later with a scripted telemarketing call to talk more about our offer.
