5 Bad Lead Generation Habits to Give Up for Lent.
It’s that time of the year where we all say we’re going to give something up for Lent. For me this year, I’m trying to stay off the chocolate, but for the past 3 years it hasn’t worked so I can’t see any changes there. But that’s not what really matters (or so I tell myself…). What matters is giving up those bad habits that your business has had for years that are dragging you down. I’ve drawn up a list of bad lead generation habits that you should give up for Lent – and for good!
- Ignoring Social Media.
Now, I know I bang on about this a lot, but it’s crucial to increasing the public’s knowledge of your company. You may be avoiding social media because you feel it’s only users are young hipster kids who post endless pictures of fancy-looking food, but that’s where you’re wrong. In today’s society, thousands of business just like yours use social media to boost the awareness of them, increase their website’s traffic and to build a company brand that people will recognise and remember. Whether it’s LinkedIn or Instagram, Facebook or Pinterest, you need social media to put yourself on your prospects’ radar.
Not only does social media allow you to share content and be seen, it helps other people to find you. Yep, that’s right. With the help of social media, your target audience can find you, so in a way, creating more recognition and generating leads for you.
- Not Nurturing.
Although you may be reading this and asking yourself “Does she think I’m an idiot?”, hear me out. I’m sure you already know that nurturing your prospects into leads is crucial to your business, but the question is: are you nurturing them enough? They may not act like it, but your prospects want to be showered with attention (not in a creepy stalker way though…). The odd email and call just won’t cut it anymore because people’s expectations of customer service are higher.
If you can, you should meet face-to-face with your prospects to build a personal – yet still professional – relationship with them. This will encourage them to stick to you like glue. Don’t get me wrong, you don’t need to send them a million emails a day just to ask how they’re doing, but you just need to be there for them and accessible to them, waiting in the wings to give the information they want.
Nurturing is brilliant for building a client’s confidence in you, your company and your products/service. Through consistency, clients will gain confidence in your business and will be more likely to look at and consider using your services or products in the future. The more you’re consistent with your messaging, the more you sound like an expert in your field. This will result in more sales for you (yay!).
- Ignoring Current Clients.
Again, I don’t think you’re an idiot, I just want to get it across to you that by not keeping in regular contact with your existing customers, they aren’t going to want to stick with you. If you give up this bad habit, your lead generation will increase because you’re likely to get more recommendations.
Additionally, they’re more likely to sign new contracts with you when the old ones run out if you keep them informed and continue to build the relationship. This is a key aspect of maintaining excellent customer service; if you’re there beside your client every step of the way, they’ll get the best possible customer service experience.
Existing customers are much easier to approach with new products and to cross-sell to, so by keeping them in the loop, you’re gaining the possibility of an increase in sales.
You must never take your customers for granted, because without good customer service, they won’t remain loyal. Look at the big companies; they only offer new deals and promos to new customers, leaving their already loyal customers out of a deal. And don’t we all get fed up with that one? As everybody knows, loyalty goes both ways. Without showing loyalty to your current customers, they aren’t going to show loyalty to you.
- Shunning Calling.
You may be thinking “Nahh, that’s too old-school.”, but it really isn’t. Calling is still a super way to be the best at lead generation, all you have to do is believe. Despite the rumours, IT IS NOT DEAD!!
Some of the biggest deals are worked on and instigated over the phone, so it can help you to build the foundations of new partnerships. Many companies are still getting great results from using effective calling strategies, so don’t let this one slip!
Most of the biggest decision makers in companies aren’t part of the social media era and like to receive a call. Whatever you do, don’t underestimate the power of a phone call!
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- Not Doing a Sales Loss Analysis.
We all know what it’s like to lose a sale, we’ve all been there. C’est la vie. However, without analysing why you actually lost the sale, you’re probably going to make the same mistakes again. Now I know it’s undoubtedly not something you want to do, because who wants to sit there and focus on the negatives? But it’s crucial to upping your game and becoming even more successful with lead generation.
It’s always important to work out why you lost the deal, whether it was because the product/service wasn’t sold well enough or (God forbid) the prospect just didn’t like the sales rep. After your business has done this, you can adapt the techniques so the best results are achieved in the future.
So, hopefully you’ll give up these bad lead generation habits – and not just for Lent! If you do, it’s sure to kick start a long, successful business in lead generation, and really help your company grow.
We’d love to hear your thoughts. Which bad habit are you going to drop to become more successful with lead generation? LEAVE A COMMENT and share your thoughts. Feel free to share it with people you think will love it!