How To Get Leads | 7 Secrets To Quality Lead Generation

Would you like more leads and referrals? How about better referrals?

Read on for a key 7-step strategy that will help you get both more and higher quality referrals that are a better fit for you.

You've probably heard it before. To get more of what's working for you... do more of what's working. It seems almost too obvious but it's surprising how most of us miss this and instead keep trying to come up with something new. So the good news is... you don't need to reinvent the wheel to reap huge benefits:o).

So how do you figure out what's working when it's coming to referrals? Start tracking your results. One of my favorite sayings is "you can't manage what you don't measure." So start measuring your referral success by scheduling a coffee date with yourself and complete the following seven steps to get even better referral results.

1. Make a list of all your referrals

Start by making a list of all the referrals you've received in the past 3 - 6 months regardless of whether or not they resulted in any business. Make a note of which referrals you've received that did NOT turn into clients. This is a key step you don't want to miss if you want better leads and referrals.

2. Consider how did you get those referrals?

Next, for each referral, record detailed information about who referred them. In addition, write down what follow-up you did that may or may not have resulted in a sale.

3. Add the product and service(s)

List which products and services each referral purchased and the total value. Also note if they become repeat clients.

4. What do the successful referrals have in common?

Now go back over your lists of all referrals -- and look for a pattern. Look at the referrals who became clients as opposed to those who didn't. What seemed to have made the difference? Did they come from specific referral partners or referral sources? Were they looking for or purchased a specific product or service of yours?

5. What do the referrals who did not buy have in common?

Do the same for those referrals who did not end up buying. What happened? Was there a specific reason they did not buy? Were they looking for something else? Make a note of who referred them.

6. Which referrals became your ideal clients?

Now look back over the list of successful referrals and pick out those clients you'd consider as your ideal or best clients. What makes them different from your other successful referrals? Who referred them? Did they come through a specific referral source or were they referred by other clients?

7. Follow up with everyone who referred you

First of all, thank everyone for their referrals once again. You hopefully thanked them when you first got the referral! This time, though, also take time to give them some feedback on the outcome of the referral - even if the referral didn't turn into a client. This will give you the opportunity to share information that will help them find more and better fitting referrals in the future.

Let me share a story with you.

As a new home business owner, I grew quite a long list of prospects for my business opportunity. I sent them messages, helpful tips, advice, and marketing for my primary business in hopes that they would simply click my link, fill out my form, and initiate a phone call with me to let me know they were ready to get started.

As I was waiting and waiting for my leads to dial my number, I looked in the mirror and I'd grown a beard.

Ok, maybe I wasn't waiting THAT long, but I did get impatient.

I decided that I would email them first and just encourage them to call me and pay close attention to the free training I was sending them.

After all, building a home business is all about how much you can help people and how well you can earn their trust. Attraction marketing, when used effectively, gets people to call YOU.

I emailed each and every lead that came into my pipeline individually, and still got no response. You may be able to relate.

I couldn't understand why people were requesting my business information and training, but wouldn't lift up a finger to write me back or make a simple phone call.

After doing some thinking and researching, I learned there were two things that will get people up off their backsides and take action. It all comes down to human psychology, and is the basis of attraction marketing.

The first thing that people look for is trust. They don't care to hear about a business opportunity, compensation plan, or a magical product. They want to know how they can make money from home, and if you can show them how.

By letting them know that you are a real person not hiding behind a website, you build that trust and allow them to lay their guard down. If you effectively build a website, blog, or capture page with your picture and personal story on it, your prospects will respond to you as if they already know you.

It's amazing how I get phone calls from prospects everyday, and the first thing that comes out of their mouth is "hey Shiraz, how's it going?" They already know me before I've ever spoken to them.

The second thing people are in search for is a workable system. They can trust you, like you, and admire you as a leader due to all the helpful information you've given them. But if they don't feel they can build a business as well as you have, then they won't feel compelled to respond. Show them a workable system, and how a part of their success can be "done for them".