Small Business Lead Generation – Why Spamming and Cold Calling Does Not Work

Every small business is the proverbial Needle in the Haystack, so small business lead generation is critical to an entrepreneur’s survival and the growth of his/her small business. The thing that most entrepreneurs forget, though, is that it is a lot easier to turn a prospect or lead into a customer if the lead calls you versus when you call them. It cracks me up when I hear titles of articles, seminars, or books about how to “Make Effective Cold Calls” or how to “Warm Up Cold Calls”. In the past decade (through two recessions, mind you,) I’ve built a total of four multi-million dollar businesses from scratch, and none of that revenue was ever generated from any “cold call”. In fact, I’ve had over 405 of the Fortune 500 companies become clients, and they have all called or emailed my companies. They searched my companies out when they had a problem instead of us trying to find people within these companies that were facing the specific problems that we could solve. These are a few of the secrets that we have uncovered to help small businesses generate more leads (and more quality leads).

Cold Calls do not Work at All in a Digital Age

Cold calls, email spam, blast faxes, pop-up windows, forced “opt-in” subscribers and the like just don’t work in this digital age (I’m not sure any of them ever worked very well for very long). The ones that crack me up the most are the companies that send out blast email spam guaranteeing us that they can get our website to the top of Google in 48 hours. Seriously? Do you think that if they could actually do this that they would be wasting their time spamming millions of people trying to beg someone to buy their service? Last month, there were 165,000 people who went to Google and searched for the term “Google search optimization”. If they could get to the top of Google with just that one term, they would have about two million people potential leads coming to them every year. So why would they need to spam people? If you are so good at what you do, why are you spamming me? Why are you cold calling me? Why are you trying to force me to subscribe to your newsletter? The truth is that cold calling and spamming people shows desperation, not success.

Get Potential Leads to Call You to Turn more Leads into Customers

The internet is the great equalizer for small businesses. Big businesses have websites, but their bureaucracy forces them to move very slowly in implementing new technology and captivating on new opportunities. However, nimble small businesses can capitalize on these opportunities immediately. It is actually very easy to get to the top of a Google search result. It is very difficult, however, to stay there. In fact, it is a fulltime job. But it is a very lucrative fulltime job. Logically, this is why this is your most important goal for your small business. When someone has a question, where do they go for an answer now? In decades past, if you had a challenge or a question, you might ask a friend or coworker or if it was a really big problem, you might go to the library and search for an answer. Today, though, people go immediately to Google. The listings at the top of the first page have a lot more credibility than the ones on the second, third, or four-hundredth.

If your small business is listed at the top of the results when they enter their question, and then they click through to your website and get the answer to that question, your small business is now at the top of their short-list for solution providers. If they call you or email you, you automatically have about a 25% chance or so of turning that lead into a client. In contrast, if your small business is listed at the top of page two on Google, in order to have someone contact you, they will have already looked at listings from at least 10 other competitors. Most potential customers will not be that thorough, so you will generate fewer leads, and now, since you are competing with at least ten other competitors, your percentage of closing drops to below 10%.

Get Leads to Call You by Giving Away Something that They Need or Want

What is common knowledge to you is uncommon to most people. Remember that your expertise and knowledge is extremely valuable to people who are searching on Google for answers as in the previous example. So if you can help them answer the question – and really help them in the process – they are more likely to share with you their contact information. Once they do, you now know two things about them. First, you know that they have (or had) a specific problem that you can help them solve. Second, you know that they already know who you are and trust has started to develop from them that you are an expert in your industry.

What you give away doesn’t have to be costly, but it must be valuable. Costly means that it doesn’t have to cost you anything to give it away. For instance, if you have a lot of informational content on your blog, then you might ask people to register in order to conduct a search of your blog for specific topics. Or, you might give away a special report or access to a video or audio file with information that a prospect might need. For example, if you are a dentist, you might offer a video about how to teach a three-year-old to brush properly. Anyone who requests the free information will likely have a young child and be concerned about the child’s oral health. Whatever the gift, just make sure that your costs are low and the value of the item is high from the customer’s perspective.

So forget the cold calls and spam, use your website to get more leads to call you, and then use a high-valued free gift to encourage prospects to contact you, and you will generate great success through small business lead generation.

Guidelines on How to Build Your Own Profitable Home Business

The online home business is one of the fastest growing industries in the world that accounts for a turnover worth millions annually, making it a high-potential income-generating avenue that has yet to be fully explored. Apart from several enticing trimmings like being your own boss and working on your terms, it is a very vast medium that can be utilized to harness your creative energies and business acumen to yield excellent income. In the global economic slowdown phenomenon, where high-capital businesses are biting the dust every day, low investment home business ventures can be very lucrative. Here are some helpful tips to help you find the ideal home business.

Start with something that you are familiar with and like doing. At the onset it not pragmatic to venture into terrains that you has minimal knowledge about. If you’re qualified in a particular branch of learning or gained expertise in a specialized field, use it to make money pronto. You may want to start your own niche website that showcases the vast storehouse of knowledge that you’ve acquired. There are other avenues like offering consultancy services and training others in your area of interest. You can even start your own e-shopping website stocking products that you have extensive knowledge on. Be creative; think of multiple avenues to cash in on your talent. Donning the entrepreneurial hat in your field of proficiency ensures that you don’t encounter too many stumbling blocks.

Check if there is a potential market for your business. Go for a business that is legally allowed in your region and doesn’t require too much running around to fetch licenses and ordinances. There are several businesses that are banned in various regions, like chain mails are illegal in most parts of the world. Similarly countries like Singapore keep very strict MLM laws. It would do you a whole lot of good to check the laws of your land to avoid getting into trouble.

Do a little research if you are thinking of registering with a home business opportunity offering organization. There are tons of sites on the internet today that make atrociously large claims and run in the opposite direction once they have your money. Use your logic and intuition and be on guard against such fanciful claims and unrealistic business plans. Look at the history, profile, credentials and business plan of the organization before dealing with them financially.

Small Business Lead Generation: Think Big

There are many enterprises that constantly strive to maximize their revenues via small business lead generation, but most of the time it does not work, and one of the mail reasons for the same is that the tactics being used are very old school. It’s a new age, and one needs to be in tune with the times. For B2C customers, the best proposition is to give freebies like a coffee mug or duffel bag with each purchase. Special discount vouchers can also be given away via email upon filling a form or making a purchase.

Also, inbound calling is often not given much importance, but the fact is that despite the widespread extent of emails, people still prefer talking on the phone. So, the small business lead generation efforts of an enterprise can really get a big boost if there is an inbound calling line. It’s even better if the line is toll-free. This is because it gives the customer an impression that the company is in the big league. One can also gain a significant edge by creating a referral system for existing customers, i.e., every time a customer refers a lead which is converted (or not, depending on the business model), a special privilege is extended like discounts, gift coupons, etc.

Small business lead generation can also be done through the company’s website. A small pop-up every now and then, telling people about the new products and services of the company goes a long way in getting more business. An interesting way to position it is in the ‘did you know’ format, so as to create curiosity among the target audience. And lastly, one can get a great deal of exposure by participating in industry events, particularly when it’s about the B2B domain, since a lot of potential customers and service providers mingle at such dos.

Another reason why small business lead generation is considerably different than a regular B2C product promotion is because one has to overcome a barrage of contact persons in the organization. Convincing each of these is necessary to reach the next level. More often than one would like, the person one gets in touch with in the initial stages of the deal is not the decision maker, and it’s important that one constantly follows up and highlights the merits of the offering in the right manner to ensure that the enthusiasm is maintained on the part of the client as well.