Wednesday Insight: generating leads as an SMME

As a small business, ensuring that you maintain a healthy pipeline of new business leads is essential for your financial stability and continued growth.

In this article, we look at some simple, low-cost and effective means of increasing your lead generation as a small, medium or micro enterprise (SMME).

Increased communication

Small businesses, in comparison to their larger competitors, are often unable to devote the same volume of resources and time to their marketing and communication efforts- but there are nonetheless ways to increase exposure to your SMME without breaking the bank.

Issuing newsletters to your networks of contacts and current and former clients is a good way to maintain budding relationships, and blogs and social media can increase exposure to your brand among target audiences. As a result, you are more likely to be brought to the attention of potential customers. Read our blog post on boosting your digital presence for further advice.

Event attendance

Making face-to-fact contacts through event attendance is a reliable source of new business – but making sure you attend the right kind of events is key. To ensure that the contacts you make are relevant and fresh, seek out event opportunities amongst businesses in your specific sector, company size and local area. To make the most of these, ensure you have perfected your elevator pitch ahead of attendance, and make sure to follow up any leads as soon as possible.

Our upcoming Summer Networking Event provides a great opportunity for SMMEs based in East London to meet and share contacts- click here for more details.

Client care

Referral from previous or existing customers who are happy with your work is often the most successful means of generating new business. When given a testimonial from a trusted source, new leads are more likely to trust that they will receive excellent value for money, so do not underestimate the value of strong client care in new business lead generation.

Research has shown that UK businesses lose £12 billion every year as a result of poor customer service. Developing strong relationships with your clients- and staying in touch with them so they remember you and advocate for you- is crucial. Read our recent blog post on improving your client or customer care for more information.

If you have any questions or would like further information about the range of support on offer in the Building Legacies Programme, please contact Danny Hackett on info@buildinglegacies.co.uk or call the office on 020 7537 6480.