The Covid-19 crisis is impacting the sales pipelines of SMBs pretty badly. In these tough times, here are two key lead-gen sources for you to consider if you find your leads are drying up too.
Get on LinkedIn if you’re not already there. Create a page for your business, send connection requests to your existing clients and expand your network by trying to connect with relevant contacts on their network. You should also join groups that are directly related to your business line–managed IT services and also groups related to your targeted market segment. Then, spend time reading and following the discussions. After you become comfortable with them, begin to actively participate in each group’s discussions. Offer your expertise and advice to fellow group members. If you see someone grappling with an IT problem, offer them a solution. In addition to the networking opportunities available on these sites, you can also attract leads by placing advertisements on LinkedIn.
Referrals
Referrals remain one of the best, but too often neglected, lead sources. Many entrepreneurs shy away from asking their existing customers for referrals, feeling it is an imposition. But remember that customers who are really pleased with your service are often more than happy to offer a referral. Why are referrals so good? If someone you know really well recommends a product or a service to you, aren’t you more likely to try it out as opposed to when you are approached by an unknown salesperson? So, ask your satisfied customers for referrals and do so at regular intervals. Here are some best practices to follow when asking for referrals-
- Ask for referrals at the right time, for example, you have just helped your client resolve a major IT issue quickly and they are really satisfied with the way you handled it; or your client liked what you have been doing for them and extended their contract with you. Happy clients are usually quick to give referrals.
- Send an occasional email asking for referral along with a special discount offer. For example, you could offer to knock 10% off their next billing cycle for every referral who signs up with you.
- Make sure you only ask those clients who are happy with your services, in general, and haven’t reached out to you with complaints lately.