4 Steps to Generating Sales Leads in your Small Business

After establishing an online presence and picking the right marketing strategy to promote your business, you’ll need to figure out how to generate sales leads. Businesses with eye growth must learn how to generate a steady stream of leads. More leads translate to more customers, and as you know, more customers mean more profit.

Here are a few ways to generate sales leads in your small business. However, before we go into that, let’s get a clear understanding of what a lead is.

What is a Sales lead?

If you are a novice business owner,  sales leads may seem new to you unless you are lucky to have a bit of knowledge in digital marketing. So, without much ado, what are sales leads, and why are business owners scrambling to generate enough leads for their businesses?

A sales lead is an individual or business that may eventually become a client. In other words, a sales lead is a potential client or the data that identifies an entity as a potential buyer of a product or service. A sales lead is important for every business as, without them, most businesses will lack the sales and customer base required for growth.

Below are four steps to generating leads in your small business.

  1. Identify your target audience.

How do you generate leads when you don’t know who you are selling to? Before you make any plans regarding lead generation, you need to sit down and identify your target audience. Who are you selling to? Where do they live? What is their demographic? What are their hobbies? How much do they earn? What is their lifestyle and personality?

Carry out in-depth research on your audience to understand who they really are. When you have a clear picture of your target audience, you should be able to craft the ideal marketing strategy to add them among your leads.

  1. Leverage social media to connect and engage with prospects

Social media is a universe of its own. It is where individuals socialize, gather insights, network, etc. Small businesses are advised to leverage social media to connect and engage with prospects. With the right Social Media marketing strategy gathering, leads shouldn’t be difficult.

You can create a Facebook page, Twitter profile, etc., to attract and engage your audience, then take them through your process to become leads. Ensure you study your prospects before choosing a social media platform. For instance, if you sell products to Gen Z, you may want to leverage platforms like Facebook and Instagram to promote your products or services.

Alternatively, rather than stress yourself searching for leads, you can let this burden rest on someone else’s shoulders. Let’s take a business like real estate firms, for instance.  If you run a real estate firm, you may have less time to focus on generating leads. In that case, you can hire a real estate agent lead gen company to do the hard work while you and your staff focus on the core of your business. These professionals are good at what they do and can deliver.

  1. Select your promotional methods wisely.

To generate leads, you need to adopt the right marketing technique. The marketing technique you adopt shouldn’t be chosen randomly or based on the latest trend.  Instead, you need to go for one that can get your products and services in front of members of your target audience.

There are several marketing techniques out there, each boasting of multiple benefits. To select which is best for your business, you need to look at your marketing plan. What are your marketing goals? How many leads do you wish to generate?

Common marketing ideas include a blog, social media, speaking engagements, pay-per-click advertising, current customer referrals, and a host of others.


Business owners need to understand that lead generation is a long-term and continuous process. If you create an efficient system in place, using the sales lead tips as an ingredient, you can fast-track the lead generation process and raise your chances of achieving significant business growth.



Jonathan Rice

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