November 24


Smart Ways to Get New Leads – Part 2

By Skip Gilleland

November 24, 2020

Continuation of Smart Ways to Get New Leads – Part 1.

In today’s world of inbound marketing, cold calls (and cold leads) are no longer considered as the most effective way to generate sales. Mostly, they simply end up annoying prospective leads rather than attracting them. This is why you have to know the efficient ways on generating leads that will benefit your business in the long run. Keep in mind that you should do the right processes to ensure that you can achieve great lead generation. 

By the way, there are different types of Leads...

Monthly Lead Goal

We’re sure you’ve heard it before but it’s true - setting goals is essential to ensuring success. And, not just any goals - they should be SMART goals…Specific, Measurable, Attainable, Realistic, Time-bound. When it comes to leads, it’s important to assign a value to your leads - the overall goal for sales is to increase revenue so by taking that total revenue goal for the month and determining what percentage of it will come from leads, you will be able to establish your SMART monthly lead goal. You will be surprised at how easy it is to generate those leads (if your revenue goal is also SMART!).

Smooth Leads System

It is key to know who your leads are and where they sit in your sales pipeline. The simplest way to do this is to develop a matrix consisting of four positions: Good fit / Poor fit / Ready / Unready. This matrix will empower you to first qualify your leads and then further build your system of knowing what touch-points to have with the leads in those different positions.

This system must always ensure that every touchpoint has a purpose and value is added. Building a leads system will allow for a consistent and accurate way to access the effectiveness of the planned touch-points. The result? No more guessing games about where your leads are at because you are in the driver’s seat!

Nurturing Leads

Sometimes a lead who you thought was ready wasn’t but is still a good fit (easily seen in the matrix you built), so nurture them until they are ready instead of throwing all your resources at new leads! Nurturing includes developing regular touch-points that are meaningful and value adding to the lead - this means developing a great relationship even before they buy so that when they do buy, they become so much more than a once-off customer.

Retention: Engage with Current Clients

Feedback is the breakfast of champion sales people! Treat your current clients well and you will strengthen your sales system and create an opportunity for referrals from those that have experienced your products and services first hand.

There you have it I hope that we have helped you supercharge your lead generation tips and we are excited to see you improve your sales and hit your revenue goals!

Skip Gilleland

About the author

Skip Gilleland is the VP of Marketing at and is a CERTIFIED Customer Value Optimization Specialist, Content Marketing Specialist, Email Marketing Specialist, and a Certified Customer Acquisition Specialist

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