+ All Categories
Home > Marketing > 20 lead generation tips for Small Businesses presentation Sept 2014

20 lead generation tips for Small Businesses presentation Sept 2014

Date post: 14-Jun-2015
Category:
Upload: jonathan-silverman
View: 240 times
Download: 3 times
Share this document with a friend
Description:
In this presentation, Jonathan Silverman provides his top 20 business development tips for small businesses that want to grow their sales through lead generation
Popular Tags:
24
20 Business Development Tips to Grow Your Business Jonathan Silverman
Transcript
Page 1: 20 lead generation tips for Small Businesses presentation Sept 2014

20 Business Development Tips to Grow Your Business

Jonathan Silverman

Page 2: 20 lead generation tips for Small Businesses presentation Sept 2014

Jonathan Silverman

• Run GSA Business Development for 14 years

• Lead Generation & Marketing Agency

• Specialise in targeting Blue Chip companies

• Run The Sticky Communication Agency with partner Grant Leboff

• Specialise in Content Marketing / Social Media

• Ex Head of Marketing for Porsche Cars GB & Alfred Dunhill / Montblanc UK

Page 3: 20 lead generation tips for Small Businesses presentation Sept 2014

20 Business Development Tips to Grow Your Business

Page 4: 20 lead generation tips for Small Businesses presentation Sept 2014

1. Know your Growth Targets

• If you don't know what your goal is, it's very hard to hit it.

• Define growth targets annually & review monthly.

• Set new business goals that are clear & achievable but stretching. (SMART)

• Then work on your strategy to deliver against those objectives.

Page 5: 20 lead generation tips for Small Businesses presentation Sept 2014

2. Know your Market

• Is your Market Growing?

• Do you understand Market / Need Drivers?

• How easy is market penetration?

Page 6: 20 lead generation tips for Small Businesses presentation Sept 2014

3. Why do Customers Buy from You

• People don’t buy WHAT you sell…

• If you clearly understand the ‘WHY’, you will be closer to understanding how to pitch your business to new customers both when face to face and online.

Page 7: 20 lead generation tips for Small Businesses presentation Sept 2014

4. Hang out Where Your Customers are

• Where do your Customers go for Information?

• That may be online or offline.

• Then make a plan to be visible where they hang out.

Page 8: 20 lead generation tips for Small Businesses presentation Sept 2014

5. Know the Cost per Lead to Reach your Target Market

• If you don't know how much the various routes to market cost, how will you know how to evaluate the viability of each option against your budget and objectives?

Page 9: 20 lead generation tips for Small Businesses presentation Sept 2014

6. What can you DIY & What needs Specialist Skills?

• There's an opportunity cost to DIY especially if you don't have the time, resources, skills or knowledge.

• So, decide what can be done in house and what essential tasks need outsourcing.

Page 10: 20 lead generation tips for Small Businesses presentation Sept 2014

7. Make a Plan

• Even small businesses need to plot out the main tasks they need to undertake to generate new business.

Page 11: 20 lead generation tips for Small Businesses presentation Sept 2014

8. Work out the ROI

• If your value of sale is low, you may need to use email marketing or even advertising to reach a large audience quickly at a low cost per contact.

• If the value of sale is high, the personal touch (e.g. exhibitions, telemarketing) is almost definitely needed and cost of sale will rise but that’s set against a strong ROI that may justify the spend.

Page 12: 20 lead generation tips for Small Businesses presentation Sept 2014

9. Get Expert Advice where Necessary.

• No business manager knows everything so take advantage of any support you can get.

• That could be by reading & implementing actions from blogs or stuff like this or using a sales & marketing expert for your strategy or implementation or government support such as GrowthAccelerator.

Page 13: 20 lead generation tips for Small Businesses presentation Sept 2014

10. Become Known as a Go To Person in your Field.

• This relates to information around your area of expertise. There are over 100 articles, tips, podcasts and blogs on my site (www.gsa-marketing.co.uk).

• We get large traffic numbers from people wanting knowledge. This in turn pushes up Google rankings and from that we gain new business enquiries.

Page 14: 20 lead generation tips for Small Businesses presentation Sept 2014

11. Participate in Conversations

• There are lots of these on LinkedIn, Twitter & in forums for your area of expertise.

• Be visible & become known as someone that contributes.

• But manage your time wisely by selecting discussions that showcase your skills to people that might want or recommend your services.

Page 15: 20 lead generation tips for Small Businesses presentation Sept 2014

12. Work on your Website.

• Many sites were designed several years ago.

• Technology & tastes have changed & the advent of social media has changed the way we consume information online.

• Is your website now fit for purpose or does it look like a tired brochure based site that simply provides basic info on your services?

Page 16: 20 lead generation tips for Small Businesses presentation Sept 2014

13. Get on the Social Media Train

• Social media is a fundamental change to how we communicate both socially & in business.

• Younger managers have arrived in the workplace & they expect to engage on different platforms not just by email & on your website.

• You need to play in this arena or you will disappear from both search and potential supplier short lists.

Page 17: 20 lead generation tips for Small Businesses presentation Sept 2014

14. Be a Consultant not a Salesman.

• No-one likes to be sold to. Old fashioned selling techniques have long gone

• You must be prepared to give good advice even if it means no sale

• Goodwill & recommendation have more long term value than short term sales gain when that ‘sale’ may not be the right solution for the client.

Page 18: 20 lead generation tips for Small Businesses presentation Sept 2014

15. Do Something Related to New Business Every Day.

• Make sure that your colleagues also focus on the new business effort.

• It can be as simple as a call to a prospect or writing a blog or sending an email.

• But make it a discipline that new business is a daily task.

Page 19: 20 lead generation tips for Small Businesses presentation Sept 2014

16. Think Content not Advertising.

• Content attracts customers to your website, keeps them engaged & it's what encourages them to follow you, share your information, recommend you & favourite stuff that you produce.

• So, concentrate less on broadcast sales 'push' messages & more on engaging knowledge transfer.

Page 20: 20 lead generation tips for Small Businesses presentation Sept 2014

17. Share that Knowledge.

• You can't rely on people simply finding your website.

• Buyers increasingly consult their networks and find relevant content through social media.

• That means you need to share your information through Twitter, Facebook, YouTube & other social platforms. Google + and YouTube are particularly important in a b2b context since both are increasingly found in search results.

Page 21: 20 lead generation tips for Small Businesses presentation Sept 2014

18. Keep up to Date.

• The pace of change, especially online, is huge.

• You can’t chase every new thing that comes out but need to keep up to speed with developments & keep ahead of competition.

• Maybe that means recording a Google Hangout or a simple video or even a podcast.

• These do not have to be expensive & are not hugely time consuming. What they do, however, is make you credible and visible and support SEO.

Page 22: 20 lead generation tips for Small Businesses presentation Sept 2014

19. Who Gets to your Customers Before you?

• One might call these influencers in an online sense and they might develop into possible strategic alliances.

• The point is that these are the people to use for knowledge and to engage with in order to reach your customers.

• It's about mutual interest & partnerships can be valuable for both sides.

Page 23: 20 lead generation tips for Small Businesses presentation Sept 2014

20. It's a Marathon not a Sprint

• New business development doesn't happen overnight.

• You have to focus on it. Not to the detriment of your day job, unless it is your day job of course!

• It is about looking ahead and ensuring that you have a steady pipeline of leads coming through from different channels.

Page 24: 20 lead generation tips for Small Businesses presentation Sept 2014

For more Lead Generation Tips: GSA Business Development Ltd

www.gsa-marketing.co.uk 0845 658 8192

For Social Media & Content Marketing The Sticky Communication Agency Ltd

www.stickycommunication.com 0844 478 0389


Recommended