Small Business Lead Generation: Think Big

There are many enterprises that constantly strive to maximize their revenues via small business lead generation, but most of the time it does not work, and one of the mail reasons for the same is that the tactics being used are very old school. It’s a new age, and one needs to be in tune with the times. For B2C customers, the best proposition is to give freebies like a coffee mug or duffel bag with each purchase. Special discount vouchers can also be given away via email upon filling a form or making a purchase.

Also, inbound calling is often not given much importance, but the fact is that despite the widespread extent of emails, people still prefer talking on the phone. So, the small business lead generation efforts of an enterprise can really get a big boost if there is an inbound calling line. It’s even better if the line is toll-free. This is because it gives the customer an impression that the company is in the big league. One can also gain a significant edge by creating a referral system for existing customers, i.e., every time a customer refers a lead which is converted (or not, depending on the business model), a special privilege is extended like discounts, gift coupons, etc.

Small business lead generation can also be done through the company’s website. A small pop-up every now and then, telling people about the new products and services of the company goes a long way in getting more business. An interesting way to position it is in the ‘did you know’ format, so as to create curiosity among the target audience. And lastly, one can get a great deal of exposure by participating in industry events, particularly when it’s about the B2B domain, since a lot of potential customers and service providers mingle at such dos.

Another reason why small business lead generation is considerably different than a regular B2C product promotion is because one has to overcome a barrage of contact persons in the organization. Convincing each of these is necessary to reach the next level. More often than one would like, the person one gets in touch with in the initial stages of the deal is not the decision maker, and it’s important that one constantly follows up and highlights the merits of the offering in the right manner to ensure that the enthusiasm is maintained on the part of the client as well.