How to Find Leads Online

Entrepreneurs, scaling startups, and enterprise companies are all in business to do one main thing: generate revenue.

Over the last 10 years,入站营销事实证明，这是做到这一点的好方法。但是，重要的是要了解，人们不会完全不知道您的业务变成一口气成为品牌忠诚的客户。

这种事情有层次。

潜在客户需要在准备好谈论您出售的内容之前经历几个不同的阶段：意识，兴趣，考虑，意图，评估，并最终购买。

第二阶段是您获得铅的地方。

Getting people interested in what you have to sell doesn’t have to be difficult thanks to Inbound marketing. This practice is a holistic, data-driven approach where a business leverages content on its website to attract interested buyers and convert them into leads — typically after they've become aware of the products and services online.

It mirrors the way people buy in today's digital environment and works in both B2B and B2C situations.

But what if you don't have a marketing department or your marketing team doesn't practice inbound? What if you have to generate your own sales leads?

在这里，我们将审查在线渠道，这些渠道将帮助您立即填写管道来生成潜在客户和策略。

What is a sales lead?

销售领导者是潜在买家的个人或企业。通过营销，推荐，社交媒体，网络，产品试验或咨询来确定销售潜在客户。直到他们有资格确定自己的兴趣水平并适合作为潜在客户的资格，潜在客户才成为潜在客户。

许多销售专业人员没有营销支持来依靠稳定的入站线索流动，但仍然必须达到配额。幸运的是，入站销售方法提供了许多填补需求的方法。

入站销售是一种通过在某人准备购买之前利用建筑关系方式的入站心态来识别潜在客户并与潜在客户建立联系的方法。

大多数成功的销售人员已经练习某种版本的解决方案销售。他们知道销售是关于涉及潜在客户问题的咨询，而不是完成交易。

这是关于让前景定义过程的步伐，并提供教育和建议，以建立信心和信任。这使客户可以轻松购买。以下是您可以独立进行可扩展和高效的几种方法。

您可能想知道“是什么使领先者准备与销售交谈？”这可能取决于您的销售团队设定的几个因素。也许使他们进入管道的潜在客户产生策略的类型决定了谁成为前景。也许，一个SDR伸出援手通过询问一组分层questions.

潜在客户资格应以您的收入目标为基础，并通过营销团队和销售团队的投入。但是，在将标准设置为合格的潜在客户之前，您需要先生成它们。

Let’s take a look at some of the top lead channels that won’t cost you a penny.

1.Use third-party listings.

Fiverr和UpWork等网站可能是您的销售团队的重要来源。如果您的企业出售这些网站需求的服务，则可以列出您的服务以获取更多潜在客户。使用第三方列表获得免费线索的最好部分是，它们有可能快速关闭。当您的企业与客户之间有匹配时，他们可能希望立即上班，这对您的时间差不多的KPI和底线收入非常宝贵。

2.创建内容。

We’ll talk about different ways you can do this in the section below, but creating content online helps you get free leads in both the short-term and the long-term. When you use social media to promote your content, you can see a quick spike in traffic to your website and a spike in leads could follow. In the long-term, your content will live on your site and gain authority in the search engines as more people search for queries that your content answers for them. All of this is completely free and only requires time, skill, and consistency.

3. Network online.

无论您是在Facebook和Twitter等社交媒体网站上，还是使用Reddit和Quora等论坛，与市场中的人们在线建立网络都可以为您的业务提供免费潜在客户。这种获取新客户的方法可能很耗时，但是您将更好地了解客户所寻找的东西以及他们为什么购买您的产品或服务。反过来，您将发展出一种同情心和客户知识，而钱无法购买。

1. Optimize your social media profiles.

When was the last time you actually updated your LinkedIn or Twitter profile? Keeping your social media profiles fresh and up-to-date is a great way to bring in more leads.

LinkedIn是销售人员最有益的社交媒体平台。通过起草出色的LinkedIn标题和描述性摘要，告诉那些完全访问您的个人资料的人，使您的个人资料脱颖而出（并可能出现在搜索查询中）。

推特is another social media platform that salespeople can use to connect with leads and generate interest in their business.

为了充分利用Twitter个人资料，请确保您拥有一张外观专业的个人资料照片，标记公司的帐户，包括指向LinkedIn个人资料的链接，并尝试包括一些与买家相关的标签。bob全站app

对您的社交媒体资料进行这些简单的更改使您处于更好的位置，可以显示潜在买家的搜索结果，从而更容易连接。

2.查找您可以在相关社交媒体网络上提供帮助的潜在客户。

大多数销售人员都在LinkedIn上，但可能没有有效地用于产生顶级活动。能够以高价值，低价的方式连接以寻找感兴趣的潜在客户是一个销售人员的梦想，而社交媒体是一种很好的方式。

A few quick recommendations to leverage your social media presence for lead generation:

1. 尝试与尽可能多的人建立联系。您拥有的连接越多，您的覆盖范围就会更大。您不必与与您联系的人成为最好的朋友。切线连接可能是潜在前景的最佳选择之一。
2. 在您当前想要识别并在特定日期之前识别并帮助具有特定类型问题的特定潜在客户的“共享更新”部分中发布。例如，“我们希望在9月1日之前与三家新的商业美化公司合作，他们有兴趣在亚利桑那州大凤凰城建立业务”。
3. 从现有客户那里获取三个建议，这些建议证明了高质量的工作，可以为您的价值，专业精神和有效性提供保证。

(Extra credit if you can broaden your professional brand to Facebook for Business, Twitter, and Snapchat, although this does increase the amount of work involved.)

3. Post a blog article on LinkedIn with an offer for a 15-minute consultation.

我每年代表Hubspot说话50次，通常是我提及“blogging" to my audience, people's eyes glaze over. They think of blogging as a structured and difficult way of writing a college essay — and writing is up there with public speaking on the list of things that people hate and fear.

但是博客实际上只是一个对话，博客主题可以像回答您每天要做的有关产品的标准问题一样简单，例如“初学者的[共同商业挑战]指南”和“您需要需要的东西知道[业务区]。”

4.向您当前的客户询问推荐。

Over the course of my work helping digital agencies fill their sales funnel, I frequently ask my clients the last time they pinged their current clients, thanked them for their business, and asked for help in generating more business.

Everyone agrees that a referral collection strategy is effective, but for some reason, it's hard to implement one effectively. You can follow the seven steps below to get started:

1. 请与您的客户经理联系，以确保客户感到高兴（如果他们不满意，请设置一个电话，以查看如何使事情变得更好）。
2. 用电话和电子邮件ping客户，并要求进行10分钟的对话。
3. Thank the client for the business, explain that you value your relationship and you're always interested in making it more valuable to your client.
4. Ask if there are any other contacts or companies she can think of that would be interested in the same level of service.
5. 获取联系人的姓名，电话号码和电子邮件，以及您的客户为什么认为这很合适。
6. 询问他们是否可以通过快速介绍电子邮件给您打个电话。
7. 额外的信用：如果可以的话，请给他们发送手写笔记或小型物品，例如T恤，感谢他们的推荐。小触摸很长。

5.与您的个人网络合作以识别潜在潜在客户。

工作您的个人网络是另一个有时被忽视的选项，因为您拥有内置的信任，因此很容易开始使用。您会在个人背景下遇到某些人，您不会将其视为潜在客户生成机器，但可能非常有价值。

In today's busy world, you have yoga friends, work friends, neighbors, and more — but they exist in these separate buckets that don't necessarily intersect. The key is remarkably simple — if you're at the point in your relationship where you can talk business, let potentially useful acquaintances know.

确定您正在寻找的公司类型（尺寸，员工号码，bob全站app收入金额，位置等），并发送他们可以转发的电子邮件以建立连接。

当然，将这样的个人和专业人士混合需要有效和尊重 - 但这是扩大您的影响力的好方法。

6. Actively engage with new leads at networking events.

在可能的情况下，参加这些活动（亲自和在线）应该是您日常活动的一部分，因为它们是发展覆盖范围并有可能吸引业务的好方法。

Below are four basics I remind people of before they dive into networking (whether in-person or at a virtual networking event):

1. 这是关于融合，成为人类和玩乐。不要太认真对待事情！
2. Explaining your "always be helping" philosophy face-to-face is usually a pretty big differentiator.
3. 带上名片交给您的新熟人。
4. Offer to connect on LinkedIn from your phone while you're standing next to someone. I usually respectfully ask — would you like to connect on LinkedIn? If they say"yes,"I just hand them my phone and say,"Can you find yourself and connect?"，这使事情变得容易得多。

7.重新审视封闭/丢失的机会。

These are businesses that already know what your company does. They might have seen a product demo or made it through a discovery call and it just wasn't the right time to buy.

每六个月与这些潜在客户接触。询问他们的优先事项如何改变，他们的业务和团队目标是否发生了变化以及他们的挑战是什么。

Invest in marketing to these prospects, because they're already more qualified than new, warm leads. Enroll them in appropriate marketing email drips, send them relevant blog posts, and keep communication personalized.

这可能不是您跟进的第一次或第三次正确的时刻，但它可能对您有利第五。

And you never know when a prospect will change jobs and finally have the budget or business case to implement your solution. By staying top of mind, you'll be the first vendor they call.

8. Send automated email newsletters.

AtSaastr年度2018年,山姆金发，cro of雨林质量检查建议，“定义您的宣传策略。然后通过电子邮件副本获得创意 - 要聪明。”

Blond解释说，Fainforest最成功的电子邮件序列之一是从其CTO解决的。Rainforest的SDR将电子邮件发送给潜在客户公司的首席技术官，构建了该消息，就像他们的首席技术官要求他们伸出手一bob全站app样。

金发女郎说：“这很有创造力，引起了人们的关注，它使我们能够在每个潜在客户的公司上投下广泛的网络。”bob全站app

要发送成功的电子邮件序列，请为每个发送一个明确的目的。例如：

• 电子邮件1：地址疼痛点
• 电子邮件2：说明价值信息
• 电子邮件3：名称丢弃大客户
• 电子邮件4：限定您的消息
• 电子邮件5：包括产品消息
• Email 6: Reach out one last time

实施全面，有目的的email sequence看到它适合您。

9.与其他网站和博客帖子。

您在写博客吗？你应该。首先写下您的专家。

It could be sales process optimization, referral marketing, or your product/service — but whatever you do, start writing, and share it on your company's blog, your personal social media channels, and your customers.

It's important for you to be a visible expert in your field. Not only will it display your expertise, but you'll educate your prospects as well. Need some help on your first post? Reach out to your resident marketer or blog editor for a quick lesson. They might even offer to help you write a post or two.

10.在您的网站上嵌入会议调度程序。

If you're a rep in charge of bringing in your own leads, you don't have the resources to send three back-and-forth emails coordinating schedules with a prospect. It's a waste of your time and a waste of theirs.

Instead, embed an appointment scheduler on your website and your email signature. HubSpot's免费会议计划工具与Google和Office 365日历同步，因此您的潜在客户总是会看到您的更新可用性。

另外，如果没有指定的销售代表，您可以设置一个圆形旋转会议链接，因此潜在客户能够安排与销售代表的会议。

使Leads轻松与您联系，并安排时间以了解更多信息。

11. Use live chat to engage with users on your website.

兽医铅的另一种方法是通过易于使用的聊天机器人构建器。今天的市场上有很多，但是HubSpot Conversations为您提供所需的工具和上下文，您需要大规模进行无限的个性化对话。

自定义您的小部件，以使其与您的品牌的外观和感觉匹配，并在潜在客户的屏幕上弹出，并提供可操作的欢迎消息，并符合其意图。使用您的聊天机器人限定潜在客户，书籍会议，答案等等。

您也可以通过HubSpot的移动应用程序进行对话收件箱，Slack，Slack，Slack响应聊天。因为这是你的一部分Hubspot CRM，每个对话都保存了。

12. Lead an online workshop or webinar.

While sharing articles and blog posts are a great way to share your knowledge, nothing tops getting the opportunity to actually teach. Hosting a webinar or online workshop sharing your expertise on a relevant topic is a great way to generate leads online.

例如，如果您出售社交媒体安排软件bob电竞官方下载对于小型企业，您可以为企业家举办在线研讨会，向他们展示如何在社交媒体上建立参与度。通过以诸如视频之类的亲密格式分享有关相关主题的知识，您可以迅速建立信任。

13.创建博客内容以在搜索引擎中获得可见性。

访客发布到其他博客和网站是一种与新受众建立品牌知名度的明智方法，但是通过在自己的域上写博客，您将受益于长期SEO的增长。

博客内容策略不会在一夜之间为您带来大量的潜在客户，但是加班，您会发现关键字和页面促销策略的绝佳位置，可以帮助您建立最终成为潜在客户的读者的忠实追随者。

14. Have a giveaway for a free product or service in exchange for a lead form.

谁不喜欢免费的东西？吸引人们对新产品的兴趣或提供赠品的服务。为了换取潜在客户形式，您可以为观众提供赢得业务免费咨询，产品或服务的机会。在进入赠品的人们的同意下，您可以将它们添加到您的电子邮件培训活动中，在那里他们可以在未来了解有关您的业务并成为客户的更多信息。

15. Partner with other businesses online to cross-promote your offerings.

Partnerships are mutually beneficial to both you and the other business. Not only will you both gain exposure in two different audiences, you’ll be more likely to make a good impression on the other audience if your brand aligns with their needs.

When partnering with another business, you’ll want to keep a few things in mind before agreeing to collaborate:

1. Do a quick受众分析. Is the majority of their audience in that market for what you sell? If not, it may not be a productive use of your time.
2. 您将合作哪种类型的合作？社交媒体合作很受欢迎 - 您会做视频，一系列帖子，一个社交媒体收购?
3. What is your goal for the collaboration? How many new leads do you plan to acquire? How will you follow up with them

16.加入网络社区与您行业中的专业人员聊天。

The Revenue Collective and Women in Revenue are just a few examples of网络社区that you can join to connect with like-minded professionals.

尽管可能在这些小组中禁止征求服务，但您一定会找到正在寻找可以解决的问题的人。您还可以利用这些组中的联系来帮助您在线找到潜在客户。

17.设置一个Google我的业务帐户，并征求现有或过去客户的评论。

Google brings in more than50亿搜索per day. That’s “billion” with a “B”. Because of the sheer amount of traffic to the search engine, it’s a good idea to enhance your presence there. Google My Business is a free option for any business to use. So long as you have a valid physical address where your company does business, you can see an increase in traffic to your website once your account is activated.

With a Google My Business account, searchers have a better chance of seeing your business appear in the search engine results page (SERP) on a旋转木马,featured snippet, or in a知识图.

通过在线潜在客户采购创建强大的销售管道

无论您的业务多大或大，您都可以在线产生质量潜在客户以增加收入。无论您是更多的作家，网络人还是公众演讲者，与人建立联系并在线产生潜在客户的机会绝对值得您使用。尝试这些在线策略本季度完成更多交易。

编者注：该帖子最初于2016年8月发表，并已更新以进行全面性。

最初发布于2021年4月12日2:00：00 PM，更新于2021年4月12日