Are Referrals The Best Source of Qualified Leads?

Posted on January 23rd, 2008 by Jim

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A question that is often asked by sales people is: Are referrals the best source of qualified leads?

While it’s true that referrals may be the best source of leads, there are many ways to generate quality leads for any product or service. I have come up with twenty three, and I’m sure there are more.

However, it’s important to remember, before you start generating leads, setting appointments, or diving into selling in any way, there are some key steps you need to follow to insure your sales efforts will not be wasted. They are:

1. Choose a target market on which to focus your marketing
2. Find your target markets problem
3. Determine the benefits your product or service offers
4. Provide them with your solution
5. Show them how you’re unique
6. Give them proof to back up your claims

Then you need to develop:

1. A marketing message that will communicate the problems you solve
2. The benefits you provide
3. How you get results
4. What sets you apart
5. Proof of your success.

When you are clear on these points you will have a focus to begin generating leads and you won’t spend a lot of time chasing unqualified prospects You also will be able to educate people on who your target market is, so they know what type of leads to look for.