2015's 50 best ways to generate leads: 11-20

20. Adopt the right mindset. 

The secret to lead generation is to change your mindset. Too often, businesses focus on the WIIFM (What’s In It For Me) and not enough focus on WIIFT (What’s In It For Them).

The key is to provide value for your audience and the leads will come. If you’re only in it for yourself, your audience will see right through your lead generation efforts.

You have to give something to get something in return. If you want leads, you have to be willing to offer yourself (knowledge, services, and time) to your audience. Genuinely take an interest in your audience and they will take an interest in you and your business.—Todd Greider, CPLP, Learning & Developmental Specialist

19. Host free educational workshops.

Would you agree no one wants to meet one-on-one with a salesperson? The beauty of an educational workshop is that for the prospects there is safety in numbers. People feel much safer coming to a workshop than meeting one-on-one with a sales person.  It’s a non-threatening way for them to get to know you, see the type of work you do and the help you provide.

The beauty of the educational workshop for you is that you can offer them in large or very small groups. They will cost your very little to hold. ($100 to $200) And, because they are considered a public service you can hold them almost anywhere — in your local library, association rooms, conference rooms, etc.—Lew Nason, RFC, LUTCF, CFLA, coach, trainer, mentor, Insurance Pro Shop

18. Focus on a target market.

Why? So you know how to spend your marketing time. Having a defined target market helps you determine where to go, what to say, who to meet, and how to seek referrals. It makes you more focused — advisors, agents, reps, and brokers are notoriously not — and much more referable.

Remember, everyone is not your target market! Everyone doesn’t need your product or service. Besides, you can’t market to everyone. If you’re looking to meet everyone, anyone, someone, the result is very often that you will meet no one. And no one equates to no business.

Focus on who you serve best and, therefore, wish to serve most, and be specific. That’s your target market!—Michael Goldberg, speaker, consultant, author, founder of Knockout Networking

17. Letting a prospect know how you get paid.

This is one of the best ways to get referrals, but it’s fine only if the client knows you really well.

However, if they don’t know them as well, you are putting pressure on them in the beginning.

They might just take their business elsewhere. It is better to ask them for referrals after you have given them something first.–Toby Bloom

16. Warm up the call.

One of the best tools shows up every week – the Sunday newspaper.

Job postings will sometimes show the benefit packages employers are offering and let you identify shortcomings in the package like not offering dental or vision.

Also, becoming familiar with a company’s hiring strategy enables agents to warm up a cold call by congratulating the employer for hiring in today’s tough market, which can open the door to discussing new insurance products.–David Roth