In my direct sales business, the best source for client leads was through the live decorating workshops I did for groups of people in my target audience. Those were the days before the Internet, email, and social media. (Hard to imagine, right?) Here’s what I learned.
Rather than selling one-to-one, revenue came in faster and with more consistency when I talked to a group. Because I got my message out to more people at once, I got more new product leads plus handfuls of excellent referrals so I could schedule even more workshops.
But there was a problem. Once I created the momentum, I needed to keep the ball rolling or the money stopped coming in. Seems that it wasn’t good enough to just give talks and hope clients beat a path to my door.
I actually had to DO something with these leads for that continuous cash flow. Consistency was key. So I did ONE thing EVERY DAY that made all the difference — and it can work for you, too. Here’s the secret.
Search Out 3 New Leads a Day
Here’s the harsh reality. To create a consistent income, you need to proactively go out and search out three new leads a day.
It’s so much easier today. Once you capture email addresses you can keep in touch with your list through a regular e-newsletter, email blasts, and social media posts. So the key to finding those three new leads a day is in gathering email addresses and then leveraging your list to generate more referrals. Here are some ideas:
• When doing group presentations, give away a door prize attendees REALLY want in exchange for their email addresses. This is the MOST beneficial way to build your list. Why? Your presentation connects you to your audience and you earn their confidence because they get to know you, like, and trust you AND will open their wallets faster. Speaking to a group is THE fastest way to build the know, like, trust factor than any other marketing tactic. Bottom line, you’re closing percentage is higher with someone you’ve met face-to-face. Makes sense, right?
• Contact current or previous clients that haven’t worked with you in awhile and invite them to try one of your new products or services. Do this via email and then a follow-up with a phone call. Again, if you served them well in the past, they already know, like, and trust you and will be easier to close. Organizer extraordinaire, Peter Walsh, is “SURPRISING FAMILIES IN NEW JERSEY” by personally dropping in on his clients and prospects to do some surprise organizing…closets, kitchens, junk and kitchen utensil drawers. Brilliant.
• Run a contest for a FREE Organizing Assessment or a product/service offering for your email list subscribers. (If you don’t have a mailing list then this may help.)
Just by stringing together a month of getting three leads a day and following up with them, you’ll have 60 new leads a month. And here’s the good news. When you have enough strategies in place for lead generation (read group presentations) it’s almost impossible NOT to find three new leads each and every day.
So here’s my question — how would your business change if you had 60 new leads to work with each month? Think about it, give it a try, and let me know what happened. Inquiring minds want to know.