How to Generate More Leads Offline

As a business owner, the keys to running a successful business are networking and lead generation. Whether you’re just starting out or you’re looking to take your lead generation efforts to the next level, here are a few tips that you can use to start generating more leads offline.

Offline Lead Generation Tactics

Offline lead generation is a powerful and cost-effective way to gain new clients. The main expense here is your time, and the results can be remarkable, especially if you’ve just started your business. Here are a few of the best offline lead generation tactics that you should consider using to gain more brand exposure, and business:

1. The Power of Referrals

When it comes to asking for referrals, don't be shy to ask friends and family as they already trust you and they are generally the easiest source of good referrals. The next best source of referrals is your past clients followed by colleagues or business associates. Lastly, turn to the people in your phonebook. Yes, really!

So how do you ask for referrals?

Sending out an email is one of the easiest ways to ask people for referrals albeit less personal. Be specific, direct, and limited. So be direct about the fact that you’re looking for clients but indicate that your time is limited too, which gives a sense of exclusivity. This should always be done with integrity and a humble approach.

You can also ask for referrals via phone, which is a lot more personal. And you can ask for referrals in person... Approach an in-person meeting, asking someone you know about advice on the expansion or launch of your business, which will hopefully lead to them giving you referrals.

Top Tip: Ask for referrals at least every 6 – 8 weeks as the people you know will have met new people during that period. It’s also a great idea to set up some sort of incentive for when people refer you to a new client.

2. Power Networking

Networking is simply the action of you going out and meeting people you’ve never met before, and moving them down the line to private client status. Here are a few places that you can network:

• Private networking events that are high value in your industry

• Dinner or house parties

• Business conferences

• Meetup groups via Meetup.com

• Clubs and organizations

Once you’ve connected with someone, there are five steps to follow in order to turn a cold lead into a warmer lead:

• Approach – Get a lead to open up to you so that you can connect.

• Transition – Transition your lead from the approach to the story.

• Story – This is a story that moves your conversation to a social hook point.

• Social Hook Point – This is where you can really enjoy the discussion.

• Talk About Working Together – Suggest working together at a later date.

Top Tip: Remember to set a follow-up meeting with your warm lead right there and then while they’re open and engaged.

3. Guest Speaking

Guest speaking is one of the best ways to get new clients. By using guest speaking to generate more leads, you won’t necessarily be running your own events but instead, speaking at the events of others.

Start by asking family, friends and colleagues about groups or events at which you could speak. Google and Meetup.com are also great resources to find groups that may be meeting in your area. There is also the option of simply walking into clubs and groups, and speaking to the people who manage them to find out about potential speaking opportunities.

More advanced ways to book speaking engagements for lead generation purposes include:

• Using a speaker media kit that you can send out.

• Write a book as a base for a talk at an upcoming event.

• Seek out PR and media.

Collect business cards at the event so that you can contact people afterwards. Sometimes offering a small gift or special offer also helps with the lead generation process.

Top Tip: Once you book a speaking engagement, make your talk light, informative and inspiring. 30 – 60 minutes is also more than enough to give a compelling talk.

4. Running Your Own Events

This option has the most risk, but it can be the most rewarding. As a business owner, consultant or coach, don’t run an event that’s longer than two hours. It’s also recommended that you don’t create a recurring event as they don’t tend to work as well for lead generation.

Top Tip: To really do something different, invite a group of people to a meal and work with them in a more personal setting.

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