6 Ways to Generate Leads Without Picking Up the Phone

Those of us in sales are constantly looking for ways to work smarter instead of harder. With new technology emerging daily and a strategic focus on inbound techniques, outbound efforts have the potential to be reduced significantly without compromising growth or revenue. Can you imagine only having hot leads?

Making dials down a random list of cold prospects can often be a massive waste of time. Ask any sales manager what type of leads they would prefer their team work with, and they will say inbound every single time. Ask any real estate professional the types of leads they would prefer and they will tell you "referrals." The quality of a lead matters. Every minute in a salesperson's workday matters. Being mindful of where leads are coming from is the new form of smart outreach.

With a strategic plan and a focus on relationships, inbound leads will be your entire dial list. Effective inbound marketing tactics create an influx of leads without requiring the outbound outreach that every salesperson dreads.

We know what you're thinking. How can I grow my business without outbound efforts? Where do I turn for leads if not through cold calling? Below are a few techniques that are sure to land you or your team batches of hot, quality leads.

Referrals

Past sales and clients are your best referral sources. A referral is a hotter lead than any you could have prospected on your own. A current customer or past client has vouched for you. As your prospect walks through the door or picks up the phone, he or she already has higher level of trust for you simply because of their friend's relationship with you.

Not maximizing potential referrals or allowing referrals to slip through the cracks is a mistake many sales professionals make. Staying top-of-mind with your current and past customers is essential for generating referrals. Providing great customer service and closing the sale professionally is usually not enough to maximize your referrals, either.

You should learn to ask your prospects if they know anyone else who may be interested in your services. Actively seek out referrals, because someone who just closed on a home and is getting ready to move in doesn't quite have referrals on the brain. They may need a gentle push or reminder in that direction.