Everyone keeps on talking about spending money on Google Ads or Facebook Ads or some other paid media to generate leads. That is not necessarily the case.
Don’t get me wrong I like paid media as a way a small business can generate leads and build their business.
But…..
There are other ways you can generate leads by using your own knowledge and expertise, complementary businesses or working with other professionals.
Check out these 15 ideas to see which one or two you can begin to implement today.
- Monthly Podcast
Create a podcast where you talk about best practices or invite business partners to have a chat.
Use email, direct mail, social media, press releases to get the word out about the podcast.
Ask guests for referrals
- Gift Voucher
Offer a current client a gift voucher if they refer other clients or customers.
An example could be a Photographer who could offer a free portrait to the value of $250 to couples at the one-year anniversary of their wedding if they provide three referrals at their wedding.
Ask for details on the wedding party and send them thank you notes
Offer a free family photo for referrals at the wedding. Usually, at each wedding, there are other couples that are planning a wedding.
- Guarantee
Improve or upgrade your guarantees with your current clients.
An example is of a cleaning company who says clean doesn’t have a smell chemicals to.
Guarantee of a free house clean if the smell of chemicals or cleaning agents exist
Consultant could give a 100% guarantee if client sticks to program and follows advice. Show confidence and establish trust
- Joint Venture
Work with a complimentary business that you both can offer their services to your clients and vice versa.
For example a Pilates Centre and 3-D ultrasound company referral program.
3-D visitors (expectant mothers) received a gift certificate for free group lesson Pilates Centre
Pilates Centre gave expectant mothers discount bonus at the ultrasound centre.
Photographer does a JV with restaurant diners for a photo session where they receive 20% off
- Testimonials
Show testimonials to customers.
Produce a folder or book with testimonials, or show them on your website.
Offer a gift voucher if a new client will give you a testimonial or review onyour website. Send the client an email asking for a review 1 or 2 weeks after they purchase.
- Run a competition on Facebook
Offer a prize to prospects who participate in a competition.
For example, a roofing company offered to give a needy homeowner a new roof.
Entrants submit picture and reason why they need a new roof Facebook competition. This led to 30 entrants which was narrowed to 10 finalists who were posted to Facebook. People could vote in a Facebook poll.
The other benefit is that you now have a list of 30 clients who need a new roof so you can talk to them and offer a special deal or something similar.
- Use Your Network
You can send a letter to 10 other businesses saying that each person recommends 10 clients to the other businesses. This would lead to a list of 100 potential clients for each business
For example, a financial planner could send a letter to 10 other professionals. This would build a unique referral network of 100 clients. Each person recommended 10 other clients. Each promotes the offer to their clients
- Gift Voucher
Offer a special offer for current clients to give to friends or contacts.
For example, a Massage Therapist could give 5 x 30 minute massage vouchers to current clients to give to friends that can be redeemed during quiet times. Once the new client uses the voucher you give them a 1 hour massage for a 50% discount.
The when they use the full massage then offer package of 5 massages.
If a current client has 3 referral cards used then offer a free massage. Then when the referred clients sign up for a long-term package then referrer gets a free massage.
A new home salesman could send postcards with $50 gift certificate to a new Italian restaurant if made an appointment to inspect a home. Pay $25 to rthe estaurant for every redeemed gift voucher
- Postcards
Use postcards to be used as referrals.
Send LinkedIn contacts a postcard as a thank you for connecting or people who endorse you.
- Have an Open Day
Special open day or half day. Let potential clients get to know you. Everyone gets a free gift or special offer.
Make a condition that these offers are used during your quiet times or have a use by date.
11. Cross Promotion
Do a cross promotion with other stores or businesses. Promote a special offer to be used and at another store who reciprocates with a special offer for their clients to use at your store.
Promoted with surrounding stores
Discount cards
Mailing lists and secret after hours specials
Offers after hours party to try on dresses
Offers draw prizes
- E-commerce retailer
Send postcards to a niche market or Dream 100 neighbourhood.
Created prefilled an approved accounts
One-time discount for activating account
- Free Offer
Send an offer to your Dream 100 for a free preliminary report related to your area of expertise, i.e SEO analysis, digital marketing review, PPC review
Shows potential client how you are going to perform and your expertise.
- Extended Warranty or Guarantee
Send out a certificate to existing customers for a service that may be valued at say $97.
For every gift certificate, redeemed client gave an extension on warranty or guarantee
- Finder Fee
Offer a finder fee to business who brings you leads.
A painter may offer a finder fee to a lawn maintenance company. You pay the finder fee if you secure the job
Hopefully you found these 15 lead generation ideas helpful and can implement them today.
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Photo by G. Crescoli on Unsplash
