How do you identify leads?

[Brendan]

I was speaking with a web designer the other day and we were talking about marketing strategies and he was asking how I am able to keep attracting new clients, since I do not pro actively market in the traditional sense..

He sends out flyers and advertises in papers as his main method of marketing, but he finds his success rate isn't that great and he can't necessarily convert his advertising investment to paying clients. So I asked what he classes as a potential lead, he says '.. anyone that calls me or emails me for work..'.

This shocked me, it seems a very re-active way to gain leads - sure he sends out advertising, but then he sits waiting for his phone to ring or an email to come in, then he tries to reel that potential client in..

I personally go out and hunt for leads, I can see potential clients all around me, everyone I speak to is a potential client in my eyes, or they know someone that is, even my friends who I have known for years could be my next lead, I am always selling and trying to turn people into clients, I hate sitting on my hands knowing the next big client could be just a question away!

So that brings me to the question, how do you identify new leads for your business?

[crackers]

I generate leads by cold calling businesses.

Its a lead when they want more information and want me to give them a follow up a few weeks/months down the track.

[J_D]

I do the same crackers....

In my day job, the first 3 -4 months was of all cold calling and building a decent pipeline.... Fortunantly i've been able to put those days behind me, but never underestimate the power of making a cold call or two.

JD

[crackers]

Yeah, Now im sitting back and starting to concentrate on the operational side and moving more systems.