{"id":1951,"date":"2013-03-31T08:36:04","date_gmt":"2013-03-31T16:06:04","guid":{"rendered":"http:\/\/www.salesjumpstart.net\/blog\/?p=1951"},"modified":"2014-11-07T15:01:24","modified_gmt":"2014-11-07T22:31:24","slug":"top-lead-sources","status":"publish","type":"post","link":"https:\/\/salesjumpstart.net\/blog\/2013\/03\/31\/top-lead-sources\/","title":{"rendered":"Top Lead and Sales Sources for Small Business"},"content":{"rendered":"<p dir=\"ltr\"><strong>Top Lead and Sales Sources for Small Business First Quarter 2013.<\/strong><\/p>\n<p dir=\"ltr\">We track where sales come from for various small businesses, and I think we have enough data to say what we see is fairly representative\u00a0of many small businesses.<\/p>\n<p dir=\"ltr\">We also provide a service we call the &#8220;Sales Crystal Ball&#8221; that shows where a company&#8217;s new customers are, and why they will buy. To accomplish that one of the things we have to look at is where their new sales have come from (for their best customers) and the sales tree from that customer.<\/p>\n<p dir=\"ltr\">\u00a0For the first three months of 2013- \u00a0and now updated through JUne 2014<\/p>\n<ul>\n<li dir=\"ltr\">\n<p dir=\"ltr\">Number one source : Referrals and Relationships \u00a061%. Relationships can include referrals from other businesses, or non customers.<\/p>\n<\/li>\n<li dir=\"ltr\">\n<p dir=\"ltr\">Internet leads from their site. Not Social Media or PPC stuff. So a business who has high rankings and have employed a good SEO service do see new sales from the Internet.<\/p>\n<\/li>\n<li dir=\"ltr\">\n<p dir=\"ltr\">Pay per Click advertising. \u00a0In some cases this is number one. \u00a0In some cases this is not on the list at all. Depends on your industry and service.<\/p>\n<\/li>\n<li dir=\"ltr\">Print advertising: \u00a0Can be effective if placed correctly. Check current references for any Print advertiser.<\/li>\n<\/ul>\n<p dir=\"ltr\">So what&#8217;s interesting in this, as there is no surprise in the list, is&#8230; \u00a0what many of us do, \u00a0and this costs us in the sales area, is forgetting that the sales that were referred to you, have a history, and it\u2019s important to understand where the first sale in that chain came from. Because the reality is, if it hadn&#8217;t happened, you would not have received the referral.<\/p>\n<p dir=\"ltr\">Do a sales tree to see what activity was really responsible for a referral, and then add that to your list of lead generation tactics.<\/p>\n<p dir=\"ltr\">Here&#8217;s a quick example:Referral sale came from &gt; Another referral \u00a0( very common)\u00a0That sale came from a telemarketing appointment.<\/p>\n<p dir=\"ltr\">So, without the original sale, you never would have the most recent customer. \u00a0Do this for all your good customers, and you may see why your sales are flat. \u00a0We stop doing the \u201cseed\u201d activity, or fail to replace it. Relying primarily on referrals is a recipe for flat and inconsistent sales.<\/p>\n<p dir=\"ltr\">There\u00a0isn&#8217;t\u00a0any reason to go back to a lead generation source that overall was poor quality. So, if in the above example, telemarketing\u00a0didn&#8217;t\u00a0produce well, then you may need to replace it with a lead source that does.<\/p>\n<p dir=\"ltr\">Have at least 3 non referral based lead generation programs working at all times. \u00a0The Internet is a natural place for this. \u00a0SEO, Pay per click, and online advertising can generally keep new leads coming in. \u00a0You need to plant those seeds to continue to grow your referrals and relationships.<\/p>\n<p dir=\"ltr\">One of my personal examples is in the early days we did cold calls via the phone to very targeted prospects. \u00a0Worked fine, I really should do it again, except, I hate cold calling and telemarketing. So, to replace that lead flow we have built in a targeted networking program. \u00a0I am not talking about BNI or those type lead groups. \u00a0We are involved in pretty\u00a0expensive\u00a0private business networks that , when we are active, is great new lead sources. More about those later.<img loading=\"lazy\" decoding=\"async\" class=\"alignright\" src=\"http:\/\/www.salesjumpstart.net\/images\/newspaper_Clippling_MOC_Leads_Industry-285x420-169x250.jpg\" alt=\"\" width=\"118\" height=\"175\" \/><\/p>\n<p dir=\"ltr\">By Mike Bayes<\/p>\n<p dir=\"ltr\">Call me at 303-5003053 ext 1 with questions.<\/p>\n<p dir=\"ltr\">If you want to jump start your sales, look at our sales coaching or crstal ball programs! <a href=\"http:\/\/www.salesjumpstart.net\" target=\"_blank\">www.salesjumpstart.net<\/a><\/p>\n<form name=\"s2form\" method=\"post\"><input type=\"hidden\" name=\"ip\" value=\"216.73.216.26\" \/><span style=\"display:none !important\"><label for=\"firstname\">Leave This Blank:<\/label><input type=\"text\" id=\"firstname\" name=\"firstname\" \/><label for=\"lastname\">Leave This Blank Too:<\/label><input type=\"text\" id=\"lastname\" name=\"lastname\" \/><label for=\"uri\">Do Not Change This:<\/label><input type=\"text\" id=\"uri\" name=\"uri\" value=\"http:\/\/\" \/><\/span><p><label for=\"s2email\">Your email:<\/label><br><input type=\"email\" name=\"email\" id=\"s2email\" value=\"Enter email address...\" size=\"20\" onfocus=\"if (this.value === 'Enter email address...') {this.value = '';}\" onblur=\"if (this.value === '') {this.value = 'Enter email address...';}\" \/><\/p><p><input type=\"submit\" name=\"subscribe\" value=\"Subscribe\" \/>&nbsp;<input type=\"submit\" name=\"unsubscribe\" value=\"Unsubscribe\" \/><\/p><\/form>\r\n\n<p>&nbsp;<\/p>\n<div class=\"tweetthis\" style=\"text-align:left;\"><p> <a target=\"_blank\" rel=\"nofollow\" class=\"tt\" href=\"http:\/\/twitter.com\/intent\/tweet?text=Top+Lead+and+Sales+Sources+for+Small+Business+http%3A%2F%2Fsalesjumpstart.net%2Fblog%2F%3Fp%3D1951\" title=\"Post to Twitter\"><img decoding=\"async\" class=\"nothumb\" src=\"http:\/\/salesjumpstart.net\/blog\/wp-content\/plugins\/tweet-this\/icons\/en\/twitter\/tt-twitter.png\" alt=\"Post to Twitter\" \/><\/a> <a target=\"_blank\" rel=\"nofollow\" class=\"tt\" href=\"http:\/\/twitter.com\/intent\/tweet?text=Top+Lead+and+Sales+Sources+for+Small+Business+http%3A%2F%2Fsalesjumpstart.net%2Fblog%2F%3Fp%3D1951\" title=\"Post to Twitter\">Tweet This Post<\/a><\/p><\/div>","protected":false},"excerpt":{"rendered":"<p>Top Lead and Sales Sources for Small Business First Quarter 2013. We track where sales come from for various small businesses, and I think we have enough data to say what we see is fairly representative\u00a0of many small businesses. We also provide a service we call the &#8220;Sales Crystal Ball&#8221; that shows where a company&#8217;s &hellip; <a href=\"https:\/\/salesjumpstart.net\/blog\/2013\/03\/31\/top-lead-sources\/\" class=\"more-link\">Continue reading <span class=\"screen-reader-text\">Top Lead and Sales Sources for Small Business<\/span> <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_s2mail":"yes","footnotes":""},"categories":[6,5],"tags":[30],"class_list":["post-1951","post","type-post","status-publish","format-standard","hentry","category-marketing","category-sales","tag-lead-generation"],"_links":{"self":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1951","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/comments?post=1951"}],"version-history":[{"count":0,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/posts\/1951\/revisions"}],"wp:attachment":[{"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/media?parent=1951"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/categories?post=1951"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/salesjumpstart.net\/blog\/wp-json\/wp\/v2\/tags?post=1951"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}