A little bit about Xcel – Nicola Hartland
In 2012, taking inspiration from a magazine article about sales, she set to work to create her own business, establishing Xcel Sales in 2013.
“The stories in the magazine took me back to the world of professional selling. I thrived on the buzz and excitement of securing multi-million pound contracts in my previous role as head of business development, and the articles truly inspired me to establish my own business.”
Xcel Sales works with high profile clients based in the UK and across the globe in a range of industries including oil and gas, financial, IT, and legal sectors, using the four key areas of planning and strategy; social media; data management; lead generation and telemarketing to get the best results for clients.
When it comes to the best way (or ways) to generate sales leads, or find new customers, “there is a lot of buzz surrounding social media,” Our research has found that social media platforms — Facebook, Twitter and LinkedIn
While trade shows and webinars work well for certain organizations, many businesses swear by LinkedIn and Facebook. Clearly, when it comes to lead generation, one method does not fit all.
So how do you determine which methods or media are the best for finding new customers?
By testing several different lead generation strategies — and measuring the results.
Here are five simple strategies you can use to find quality leads for your business this year.
1. Start with a strategy
So many people in business take a scattergun approach to lead generation, going for mass marketing to spread their message, without really knowing if the message is getting through to their target market.
Start at the very beginning, and decide who you want to target. The best lead generation technique depends on the company, their industry, the products/services they sell, who they want to sell them to, how they differentiate from competitors and the brand they want to promote.
2. Make your website work harder
Your company website should be working hard to generate leads for your business, so make sure it’s up to date and has all the bells and whistles.
This should be the central hub for all your marketing and lead generation, “Not only will this allow for greater tracking of where your leads come from, what makes them inquire and ultimately what makes them become a customer, but also provides a central point for inquiry, allowing your potential customers’ details to be fed into a marketing database for future use,”
Increasing enquiries on your website can be easily achieved by making sure it’s easy to find your contact details, with a phone number on every page a good idea, and your contact page easily accessible from your navigation.
3. Get social
A recent study found that companies that invest a weekly minimum of 6 hours on social media marketing see up to 60% increase in lead generation and up to 78% increase in website traffic. These figures make it crystal clear that social media should absolutely be a part of your marketing and acquisition strategy.
Building a well thought out social media strategy and plan is key to your success in capitalising on this marketing method. Building a LinkedIn profile that will attract the right prospects, and nurturing these into qualified new business opportunities – we’ll build a strategic plan ensuring you receive increased ROI from your sales and marketing spend.
A compelling and active LinkedIn profile can also work well to generate new leads, There are so many opportunities that people are missing by simply not updating their LinkedIn profiles and networking with other business owners or potential customers on the platform.
Start producing high quality (and varied) content, share it on social media and watch as leads start pouring into your sales funnel. It could be more than an article or a blog post, it could be an infographics, a webinar or even a useful video.
A basic account on LinkedIn will allow you to build relationships and maintain contacts, as well as give you a lot of transparency into your extended professional network. You can generally contact your first degree and second degree connections using LinkedIn InMail, even if you don’t have their email address.
By upgrading to LinkedIn Premium, you can contact people outside of your network and gain further insights into who is viewing your profile.
You can also directly target new leads using LinkedIn’s advanced search, which allows you to drill down and filter people by role type, company or industry, leading to high quality leads. Facebook is another great tool. Me sure that whatever you are offering is really useful and alleviates some sort of pain for your target market.
4. Do the little things
Understanding why and how you help people, and focusing on what problems you’re solving for them and how you solve them is paramount, always ask for repeat business, once you’ve got something great for someone, ask if there’s something else you can help with.
“It’s amazing once you have achieved something, how people will open up with more problems that they need help with.”
Also, make sure you’re talking to the right people, who have the budget and power to spend with you.
So many business owners spent time on people who aren’t the decision maker, or aren’t willing to pay, which is a huge waste of time and energy.
5. Get serious about content management
It’s crucial to have a robust content management system as a place to conveniently store, manage and access both new leads and leads you’re revisiting.
It’s important for lead generation to be a carefully thought out part of the sales process, and it needs to be executed with consistency.
Investing in a program that really works for your business is something you will thank yourself for again and again, and has the capacity to repay the initial expense many times over.
Once you’ve got a great way to manage your leads, adopt the ‘find, wash, enter’ process,
This refers to finding leads strategically and consistently, washing leads to make sure they’re not being approached by colleagues and entering those leads into a content management system so they are easily accessible and manageable.
To find out more on how we can help you Xcel your Sales Leads, please do not hesitate to contact us on 0118 402 1440