5 Offline Lead Generation Ideas For Your Small Business

Building streams of leads from multiple marketing channels can help you explode your small business profits.

Too many business owners stick with one or two lead generation techniques, and only experience limited success.

Lead generation is a numbers game, so the more leads you can bring into your sales funnel, the more likely you will be to close more business.

Here are 23 offline lead generation ideas you might consider using.

 

Direct Mail

  1. Send mailings – Sending mailings to targeted lists can be extremely cost-effective. Use the principles of direct-response advertising by including an attention-grabbing headline, attractive offer, and call to action. Always use your recipient’s name and personalize the mailing as much as you can. If you purchase a mailing list, test small batches rigorously before spending a lot to mail to everyone. The wrong message to a poor, unresponsive list can translate into a lot of wasted money. 
  2. Send personal letters – Personal letters work well for introducing yourself to business executives, as a cover letter for your marketing materials or special report, or as a “thank you” for products and services recently purchased. Personalized letters work better than standard mass mailings. If you introduce yourself, include a paragraph about your recipient’s business and how you’ve helped companies like theirs. If you send a thank you note, mention what they bought and offer tips for how they can use their product or service better. Always hand sign the note.
  3. Give out brochures – If you sell high-end services, your prospects may expect a brochure.   The best brochures focus on prospects’ problems and are designed to sell, not brag about your company. Use a persuasive headline, copy that walks prospects through key questions they have in their buying process, and a call to action that prompts them to take the next step. Your design (the high-quality paper, nice graphics and full-color printing) should be the finishing touch, not your selling point. Your words, not your design, will make or break the piece.
  4. Add an invoice stuffer – If you send paper invoices to clients, add a second sheet that announces an upcoming sale, upsells a product or service, or offers a coupon or special discount. These act like free advertising because you will still be paying for postage to mail the invoice.
  5. Send a postcard – Postcards offer a number of advantages over mailings and letters. They are cheaper to produce, cost less to mail and don’t need to be opened. They can be great follow ups to send after sales letters or as part of a sequence to show off your portfolio.

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