Breaking into new markets and accounts can feel like an uphill climb… 😅

Here are 14 ways you can create more leads and opportunities:

1. Know your niche

Narrow down on the kinds of people you help and the kinds of problem you solve. Niching on a problem (rather than a traditional demographic) is a great way to find new applications.

2. Understand your ideal client’s problems

Identify their challenges, frustrations, and aspirations. This is the backbone of effective lead gen – not banging on about your ‘quality’. No-one cares that you’ve been doing it for 758 years until you show you understand their pains.

3. Build a target list

Use tools like LinkedIn, Apollo, TryTelescopeAI, Clay to create a target list of ideal potential clients.

4. Create a lead magnet

Whether it’s a checklist, sample, mini-course, quiz, audit or planner, offer something potential customers will want in exchange for their contact details.

5. Post on social media regularly

People can’t work with you if they don’t know who the hell you are. Post and comment daily. Anonymity is the enemy of new business opportunities.

6. Strategic alliances

Find businesses that serve the same target market but with non-competing products. These alliances can be a great source of leads and opportunities.

7. Be proactive

Aggressively waiting for the phone to ring is not a strategy. Get dialling, networking and messaging. In an SME, everyone should understand the reality that they’re in business development.

8. Develop a clear pitch

Perfect your response to the question “what do you do?”. Everyone in the company should be able to give a great answer to this question.

9. Do an online audit

Google yourself. Does it create the first impression you ideally want?

10. Stop fighting gatekeepers

Aim to become so well-known in your niche that you and/or your salespeople don’t need to call gatekeepers and can work off mobile numbers and direct introductions instead. Cold calling doesn’t need to be forever.

11. Host webinars or seminars

Share your expertise in 45-90 minute online events using on Zoom, Teams any similar platform.

12. Build an email list

An email list is one of your biggest marketing assets.

13. Interview current clients

Understand potential clients by asking current clients “what made you buy from us?” and “what would have happened if you had carried on as you were?”

14. Ask for referrals

Every interaction (good, bad or ugly) is a chance to ask, “who else do you know?” Want more introductions? Ask more often.