How to Jump-Start Your Stalled Lead Engine

Pick up the phone. You never know what you’ll uncover when you pick up the phone and start talking to people you know. Reach out to industry contacts you haven’t spoken to in a while. And don’t forget your personal network as well. And as much as you may not enjoy it, cold calling is one of the quickest ways to generate leads when you’re in dire need.

Ask for referrals. Connect with your customers specifically to ask for referrals. Along with the conversation, provide them with marketing material to pass along. Consider sharing a business card or flyer for an in-person discussion, or an ebook or video link if it’s a digital dialogue. This asset reminds them they’ve agreed to tell another business about you. Plus, it gives you some control over the first impression new leads develop when they’re introduced to your company.

Provide an assessment. Consider putting in a little extra work to provide a complimentary assessment or report to potential leads. Quick insights that can make an IT director look good with the C-suite are difficult to resist. They also can get you in the door quickly.

Host an event. Hosting an event is like casting an emergency lead net. Make it fun and engaging. Examples include:

Refresh your content. Presumably, you already have a social media presence, website, blog and basic marketing materials/presentations. If you don’t, building those out is the first step. Assuming you do, remember to update that content regularly and include calls to action (CTAs) that can help you build lists and qualify leads.

Connect with influencers. Find the influential people and companies in your industry, then follow and emulate them. Reach out on social media to engage with their content. If it doesn’t happen organically, ask for a follow. And make sure to feature your freshly updated, value-added content to increase your personal and company brand recognition with influencers. When influencers talk, people listen, so look for ways to network with them and get on their radar, so they talk about you or share your content.

Participate in forums/events. Every time you join an organization, volunteer to lead a committee, attend an industry event, or serve on a board, you nurture a new audience with the potential to generate leads, whether directly or by referral. For more qualified leads, pursue opportunities in your target verticals. The more you put yourself out there; the more lead opportunities will come back to you from your expanded network.

Add value. Adding value to relationships differentiates you in the eyes of “shoppers.” Look for ways to add value to every business relationship. Examples might include: