3.5 Creative Ways to Generate Sales Leads (and One Mega Strategy) to Generate Leads Without Blatant Self-Promotion

Sales is all about figuring out how you can help the customer understand what they’re purchasing and why it’s valuable to them.

The problem is, even if you have a perfect written value proposition that’s concise and relevant to your target audience, it doesn’t matter how many times you say it because people will eventually get tired of hearing the same thing over and over again.

And even when you present your ideas in the best way possible, people are conditioned to tune out self-promotion.

The key to lead-gen is find ways to communicate your value without blatantly self-promoting.

Here are some of the tactics we found to be successful when hiring new employee and creative ways to generate sales leads.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

#1 How to Generate Leads by Leveraging a Technical Relationship

We have about 20 leads sitting in trial, and it’s because of a brand new integration with this partner SaaS company. We haven’t even released the functionality yet.

We simply told our customers that we were releasing an integration and they started signing up to be beta testers. We didn’t even have anything yet.

But even if you don’t have exciting new integrations to talk about, it’s still important to keep talking about the ones that are there. Revising old features or adding small details can often be enough of a reason for people who haven’t heard anything else from your company yet.

Action item

Have a meeting with one of your old partners and have them come to the next webinar. You can talk about why they work well together.

When you have a diverse group of people in your audience, they will see themselves in someone on stage.

#2 Utilize Strategic Relationships to Facilitate Co-Marketing

You may feel like you don’t have enough relationships with other people to talk about.

You can use the same strategy in a different kind of relationship. For example, you could apply it to your strategic relationships.

For example, we provide a platform for analytics and gamification. We’ve partnered with other companies in the industry who offer different services that align well together.

We have a lot to learn from them and they could teach us a thing or two about how we can motivate our salespeople with leaderboards, gamification, etc.

A few weeks ago, we did a webinar that generated 45 new leads. This is pretty awesome for low-key, conversational style webinars that take about 4 to 5 hours of our time between setup and completion.

creative ways to generate sales leads

Action item

Find someone who has a similar product or service as you, but not in direct competition. Offer to co-market with them and share your expertise.

After the recording, I send a sequence that asks if they need me to take it from there.

#3 Utilize a Partner Endorsement to Make Cold Outreach Feel Less Cold

I LOVE this one.

I was not the one who came up with this idea. Our first outbound salesperson found a way to schedule demos without taking away time from our leadership or other teams.

At a recent event, he heard someone from the CEO of a well-known company say that they “Frickin’ love Sisu” (Sisu is our company).

He found a goldmine of leads using ZoomInfo and other websites that had contact information available.

He sent out emails and automated calls that included a free trial for tailored campaigns.

Step 1: Call

Step 2: Call

Once the email is sent, it will automatically go to all of your team’s inboxes.

In step 4, you should reply to the email from your interviewer in order to thank them for their time and confirm that you are still interested.

Step 5: Call

This is an example of a quote from the podcast that I referenced in step 3.

creative ways to generate sales leads

 

Here’s a list of all the steps in sequence on creative ways to generate sales leads.

creative ways to generate sales leads

 

I was able to set up 20 demos with 70 leads that month, which made a huge difference in our pipeline.

creative ways to generate sales leads

 

I thought it was impressive that our new sales rep made 10+ demos and got 20 more accounts by cold-calling them about a single sentence they said on a podcast.

#3.5 Co-Promote Using an Influential Customer Testimonial

The key difference here is that the company has made a commitment to diversity and inclusion.

Rather than cold-calling, we’re promoting the testimonials of our partners and customers through their channels to create warmer inbound leads.

The key is not to post a promotional testimonial, but rather write something where your client can show off their skills and leadership with the help of your product.

If you want to make it work, your interest is in leads. Theirs are in thought leadership.

I have found that a strong affiliate program can help with sales motivation, too.

We have some great clients with a lot of influence and following in our industry.

We’ve always listened to our customers, met their needs and then partnered with them as affiliates to promote our offering. It’s been a successful strategy for us.

It’s effective because it helps us create the best product while using a trustworthy testimonial to do 80% of the work for us.

Action item

The next time you have a meeting with one of your clients, think about how to work better together in the long-term.

You can offer a commission, or maybe you could find out what features the customer needs and work with them to make those happen. Then promote your company together.

And The Ultimate Strategy for Taking Control of Your Own Headlines and Social Media for an Entire Month!

The experience was so difficult, but I’m glad I did it.

We combined all four steps into one mega-event with two days, two tracks streamed live on Facebook. There were 62 sessions in total.

The team was small, so our employees were live streaming interviews for 7.5 hours each day with only a 30-minute break in between.

The article offers four steps to help plan a virtual event that generates leads.

I would do it again. The total cost of the project was less than $5,000.

To promote the event, we spent $1500 on Facebook ads and then invested in some company swag to thank our speakers afterwards. Now there are a lot of Sisu hats during Zoom meetings and webinars.

We made 5k in sales before the event even started by generating leads who wanted to purchase our product. They couldn’t wait until we actually got underway with live streaming, so they bought beforehand.

Beyond the financial gains, all of this was a huge boost for our brand.

After we partnered with a company, they reached out to us and wanted to collaborate at a higher level.

The best part about this is that it has all of the strategies from above, which makes it a great strategy.

The event was a success thanks to the many partners who participated. I could write an entire article about how we pulled it off for next to no money, but one of the most important things is that there were plenty of sponsors.

We reached out to 64 different types of audiences in one month and we generated thousands of leads. Now we have too much content.

But I’m willing to bet, based on the reactions we got from customers and employees alike after our initial ad campaign, that it was worth every penny.

Action item

Next time I would scale the event back a bit. There were 62 speakers over two days and it was too much for us to handle, but if we picked 16 of the most influential people and did all of that initial promotion then maybe 80% of what we wanted could be accomplished.

Do it Better Than Us

I still think there are ways to improve this process, but I’m not sure how.

We will have a better chance of conversion if we systemize the follow-up process. When I first began hiring salespeople, I just assumed pay along with commissions and bonuses would be enough sales motivation. With my first salespeople, I made the mistake of constantly testing pay and commission structure. In doing so, it became clear that there is not one perfect way to motivate someone in this field because everyone values different things differently when they are selling something for their company or themselves; what motivates me may not motivate you . It also became obvious that base pay plus commissions can be motivating but often times isn’t enough to drive people without some other form of encouragement like praise from management , recognition on social media platforms (i., LinkedIn), etc… After an experiment with these new ideas about how best to sell productsservices through employees who work at our company, revenue increased by 20%.

We only use 20% of the content we generate, and I would love to share it in more campaigns.

When I promote someone, the next important step is to make sure they know what their new responsibilities are. There’s more juice we could be getting out of that.

The next event we do will be a lot smaller, and it won’t have as many sessions. Attendance dropped when the number of longest 30 minute long sessions passed 50%. We could still hold 16 shorter session but make them more engaging to get better results.

So now it’s your turn to put these lead generation tips into practice. Let me know how they work for you and what changes you have made to our system.

Thanks for reading!


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.