This is the first part of the series of five posts related to building your own lead generation system for your small business. One of the most important parts of the work of every business is to build strong lead generation system that will enable exponential business growth in the long-term run. As a part of this series, I will cover the following topics:
- Part 1: Building your own lead generation system – Set up the scene?
- Part 2: Build your own lead generation system – Where you can find the right persons?
- Part 3: Build your own lead generation system – How you can start collecting contact details?
- Part 4: Build your own lead generation system – How you can build a relationship with those persons?
- Part 5: Build your own lead generation system – How you can grow your list?
Why you need a lead generation system?
Generating leads for your business is an activity that you need to perform to attract the customer’s interest and capture enough customer’s data into your leads database. You can download our leads database template to use for this purpose. Some of the biggest problems of the entrepreneurs and businesses, especially business startups is to set up a strong lead generation system that will collect data about potential customers and transform them into buyers.
It’s not only to collect data, but the system will also need to provide a constant level of growing the list. So, this is not the one time task, it is rather everyday routine for successful businesses.
Purpose of lead generation system
The main purpose of the lead generation system is to collect contact details from persons that are interested in your products and services. Also, here can be those that are already your customers, but you want to generate more sales from them. Another thing as the purpose of the lead generation system is to build a relationship with the people on your list. These are very important things for every business.
As you grow your list you will grow your business. Let’s see what is the main purpose of a lead generation system:
- To find the right persons for collecting required contact details.
- To collect required contact details from current and possible potential customers.
- To build a strong relationship between those persons and you and your business.
- To maximize the possibility for growing the list.
When you want to set up and implement the lead generation system you must think about these four main purposes of the system. The cycle cover finding, collecting, building relationship and growing your list. Because of that you will have four different questions that you must answer before you start to build the system:
1. Where you can find the right persons for your lead generation system?
The simplest answer is everywhere. But, this depends on the type of the business you have for which you want to collect contact details.
The market where your business operates and your own entrepreneurial creativity will also impact the answer to this question. We will cover in more details this topic in the second part of the lead generation system series.
Your potential customers are everywhere around you. When you try to answer this question, you will need to note all possible places where the right persons for your business are. In such a way, you will have the possible list of the places that will be included in your lead generation system for your business.
2. How you can collect contact details as a part of your lead generation system?
The second question you need to answer is how to collect the contact details. One simple answer is to ask for them. Yes, you can not expect that you will get something if you don’t ask for that something. It’s simple, if you don’t ask, you will not get contact details from a potential customer that you want to be a part of your list. More details related to this question we will cover in the third part of the lead generation system series.
The asking for contact details will depend on places that you already identify with the answers of previous question. If the collecting place is your store, then you will ask your current customers. If the place is your neighborhood you will open the yellow pages or local directory, call the persons and ask them to become a part of your list. If that place is the internet, you will use a squeeze or leads page that will have the main purpose to capture contact details. You can also use online social networking to connect with people who can automatically become a part of your list.
3. How you can build a strong relationship with those persons?
The next important question is related to building strong relationships with the potential customers. You must have a plan for building such relationships. It is not a simple process where one person becomes part of your leads database and automatically become a buyer.
Some possible ways to build a relationship is to give a help for free. Asking a question is a good way to start a conversation on online social networks. Sharing valuable information is another way of building a good reputation on a strong relationship.
Simply, make a list of possible relationship building tactics with the potential customers from different places. The relationship will be different from different places where you collect the data for potential leads. More details related to this question you can find in the fourth part of the lead generation system series.
4. How you can grow the list?
The last, but not the least important question relates to building continuity through growing the list. As you grow the list, your business will grow also.
The purpose of this question is to include the restart point of the whole process again. You will start again with finding the right persons, collecting contact details and building relationship. About this question you can read more in the fifth part of the lead generation system series.
When you answer these four questions, you will create a plan for building a successful lead generation system. As you can see this is never ending process. When this process end, the growth of the business will also end.