Sales Coaching:Are You Getting Leads from Your Business Cards?

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Author: Cheryl A. Clausen..

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Why not use your business cards to actually generate leads? If you don't already carry your business cards with you start. They probably haven't done you much good up to now, but you can change that. You aren't getting the maximum value from this low cost marketing tool because you don't know how to use them to your best advantage. Your business cards serve a marketing purpose. You give out your business card so people can contact you and remember you. Of course, that's presuming the people you give them to want to contact or remember you, and just handing someone your card isn't creating an incentive for them to contact you.

How can you expand on that purpose to get a real return on your investment? You want your business card to provide an incentive for a potential prospect to connect with you. One of the quickest and easiest ways to do that is by providing an incentive that grabs their attention and interest.

Use your business card to give first. At the very least your business card should provide details about your value. Don't waste the prime marketing real estate on the back of your business card. You can keep the same front on your business card with all the standard information, but the back of your card is where the hidden potential lies.

It's easy to use the back of your card to generate leads. At the very least list the big benefits you and your service provide for your clients. That's good, but you can do even better than that.

Provide something valuable on the back of your card. If you were a retail business this could be a coupon, but service professionals can use this very effectively too. On the back of your card you might provide a way for someone to sign up for: a free white paper, a free audio explaining something that you know is confusing to most people, a free video showing them how to do something, or even a free pass to an upcoming seminar. All these options provide an opportunity for you to make a connection with the person you're meeting.

Business cards are so inexpensive that with a little planning you can create a variety of event specific cards that work for you. Don't give the members of your tips or leads group a standard business card give them a card that tells them: who you work with, why they hire you, and what they get as a result of your help. When you attend seminars or workshops tie your free offer to the topic of the seminar and give your card to people who want to know more. Get creative and think of ways to get real value from your business card.

You've handed out business cards in the past with little or no results so how do you turn the people you're giving your cards to now into real leads? As you give a card be sure you get a card too. Don't just have one way the person getting the card can whatever it is you've offered. Contact the people who take you up on your offer. Start a conversation asking if they got the information they needed, what else they'd like to know, if you have a next level option to further build on your relationship let them know about that, and if it makes sense offer to meet with them.

About the author: Cheryl A. Clausen can help you get unstuck. Improve your Sales Techniques, get her free ecourse. Find out why top producers use through Sales Coaching, look here.