Sustained success in any business is dependent on constantly growing your client base. Prospecting is a never-ending pursuit, but with a few creative solutions and a long-term, multi-pronged plan, you’ll discover that finding new sales leads is easier than you think.

1. Ask for Referrals
   Networking is one of your most essential tools as a businessperson – the more connections you make, the more opportunities there will be to grow. Consider every conversation you have as an opportunity to expand your reach and generate sales. Asking for referrals is a crucial piece to this puzzle.

If you have a good experience with a client, take the next step by asking if there’s anyone else in their orbit that could also use your expertise. If you want to add some motivation for prospects, rewards programs have been proven to help with the referral process as well.

The more positive experiences you rack up, the better reputation your company will have, which will lead to strong word-of-mouth and, ultimately, an easy pipeline of qualified leads.

2. Expand Your Online Presence
   One of the most effective ways to spread your message is through social media, and it’s important to leverage each platform for their specific strengths.

On a networking platform like LinkedIn, your messaging can be a little more buttoned-up to connect with leads in a professional setting. Facebook allows you to target markets both broad and niche, and Instagram is the place to be if you’re looking to acquire millennial and Gen Z leads. Social media is a wide-ranging (and ever-changing) topic that we cover often, so check out past articles on social media tips and Instagram marketing.

Your online presence doesn’t stop at social, however. Webinars are very popular in the promotional products industry, and by presenting a topic that you’re an expert on, you’ll invite viewers into your world and encourage follow-ups. Additionally, blogging can also be beneficial, especially for more niche markets.

3. Be Community Minded
   Serving your local community should be a top priority as a small business owner. Thriving communities drive economic success by supporting local businesses, so get to know your neighbors and see how you can fill each other’s needs to better serve your city.

Staying local also goes hand-in-hand with in-person networking, which is one of the quickest ways to earn trust with a potential customer. By hitting the pavement in your neighborhood and getting involved in local events (block parties, fundraisers, seasonal celebrations, etc.), you’ll be putting a face to your brand’s name.

4. Create Targeted Content
   While wide-reaching marketing efforts certainly have a place in your overall strategy, it’s equally important to narrow down your target audience into specific segments if your goal is better lead management. Whether you’re writing emails, blogs, social media posts or any other asset, be mindful of who exactly you’re trying to sell to.

In the promo products industry, this could mean pitching unique products to customers based on their marketing and promotional calendars. If you know a company has a charity 5K run planned in May, start developing ideas to pitch them in the winter. This practice can be applied to targeting specific age groups as well.

5. Think Outside the Box
   Your business is unique and successful thanks in part to the personal touches and instinctual decisions you’ve made along the way. There’s more than one correct way to conduct business, so don’t be afraid to defy conventions with some of your tactics.

Try switching up your strategy, even if you think things are going well. Never stop learning new skills, and always challenge yourself to step outside your comfort zone by pitching to new industries. Breaking your typical habits helps you stand out from your competitors, and prospects will appreciate seeing something they don’t expect.

Have you had success using any of these tips to acquire news leads? Do you have any other suggestions for sales lead generation that we didn’t mention? Let’s discuss on our members-only Facebook page.