Would you like more leads pouring into your sales funnel right now?
Does your lead generation often fall to the wayside when emergencies arise?
Is the idea of prospecting overwhelming?
If you answered “yes” to any of these questions, then this video will change the way you look at lead generation efforts.
In this video, I’m going to share three of the biggest lead generation mistakes that salespeople make. I’ll also teach you how to avoid them. Check it out:
1. Relying on just one lead generation approach. One of my great sales mentors always used to say, “You need to have multiple oars in the water at one time.” Too often, salespeople don’t have enough oars in the water when it comes to lead generation. If your only source of leads dries up permanently—or even just temporarily—it can be disastrous.
You need use at least three lead generation strategies at all times. For example, you might be focused on making cold calls to very high-level prospects, but you should also be asking for referrals and introductions from all of your existing clients. In addition, you might host semiannual private events, inviting all of your best customers and prospects to attend.
By employing all three of these powerful lead generation strategies together, your prospecting funnel will grow. And, most important, you’ll never find yourself dependent on just one approach.
2. Haphazardly focusing on lead generation. Do you set big goals to increase prospecting and then promptly shove them aside once you get busy with other tasks? Let’s face it—we’ve all been there.
Rather than make huge commitments to prospecting, commit to smaller actionable chunks that you can actually complete each day—even when you’re slammed with other tasks.
3. Believing that lead generation and delivery are separate. Salespeople frequently view sales and delivery as two completely separate jobs.
To the contrary, delivery is one of the best opportunities to help sales by building stronger relationships with your existing clients. When delivering your product or service to clients, you can use those moments to constantly look for other opportunities to sell. You can also leverage these instances to ask for referrals and introductions from clients. As a result, when you’re not selling, you’re actually still selling.
Have you been making any of these three huge lead generation mistakes? If so, now you know that they’re holding you back from success.
I want to hear from you. Which of these three mistakes have you made before? Be honest! Just share below in the comments section and I’ll respond to every single comment or question.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.