I need to find locations so I can get in a very special mindset. In college, it was the basement of the library. Once I settle into my “work space”, my mind gets totally focused. Today that place was Panera.
I was working on a social media post, eLearning module, and business plan. Then, two folks sat down near me and began a conversation on developing leads in the real estate business. As I was listening, I so wanted to join their conversation and help them. The gentleman was obviously the leader or boss, and the young lady was the team member seeking mentoring advice. The frustrating part for me was the conversation went all over the place. No real call for specific and consistent action was provided.
So that drove this blog. Lead generation is not easy or quick. It is based on having a realistic, easy-to-follow, and consistent approach. The notion of “do a little, not a lot” initially in order to create your strategy is the rule of thumb. So here are some simple steps to follow, and I hope the young lady asking for help today is listening.
- Pure data base only: When collecting names of potential clients, only put into your data base those folks who you have met face-to-face, have been introduced to you, emailed or texted you, and/or were referred to you. Never use bought or other sourced email lists.
- Create a disciplined frequency: Send two email blasts a month. Select specific days for distribution.
- Develop your blast ahead of time: Develop your email blasts at the beginning of the month and have them timed to be sent out on your selected specific two dates.
- Drive to your website: Your goal is to drive clients to your website. So the blasts need to do just that. If you use an email blast program, add and track links. I suggest Constant Contact.
- Matrix the hell out of yourself: Know your open rate. Know when a client clicks on a link. Compare your analytics to prior blasts. Have the ability to email those that fall into those categories.
- Prospect Mining: Those that click on your links are your best prospects. Contact them and engage them in conversation.
- Daily social media post: Post one social media post a day that encourages engagement. You do this by asking a question forcing a reaction or comment. Then respond back quickly.
Are there more steps? YES. I will post those on another day. Before I left Panera, I could not help myself…I walked over to the folks, introduced myself, and asked if I could send them a blog post on the subject. My point here is that you never know who may be a potential client, or someone who you can help, or who can help you. The strategy is to simply engage with folks, and then get the contact information to increase your database. By the way, those sales professionals, seeking leads, did not request contact information from me. Would you?
Have a great week, and make a client happy.