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how do you prospect for sales hi guys Derek here for leadership lessons if you liked this video be sure to click the subscribe button and make sure to ring that Bell for notifications for the new videos in this video we're going to examine some best practices around growing sales leads generating leads and finding clients for a business can make salespeople and leaders feel like an old timing mine are trying to prospect for gold every business is looking to strike a rich and not everyone finds that pot of gold the organizations that understand how to generate business are going to be successful and those that don't will not be around very long organizations spend millions and billions of dollars trying to generate new business this process is called marketing marketing can take place through several different avenues such as TV radio online presence and social media with promises of great value a great sale promotions or education around the product or brand companies spend money in 2017 the top 100 advertising companies in the world spent two hundred and seventy nine billion dollars Samsung was a top spender at eleven point two billion Procter and Gamble spent ten point five billion and lore'l spent eight point six billion these were the top three spenders in the world in fact out of the top 100 companies 44 of those come from the u.s. meaning that the marketplace is saturated with organizations trying to get the attention of clients in 2017 there were over a hundred companies one hundred and five to be exact that spent over 1 billion dollars in marketing campaigns with this kind of insight into how organizations spend money around marketing how do you stand out and gain the attention of the one answer is to spend money like everybody else and participate with the heavy hitters in this oversaturated market to gain you the market share or try and increase your brand's awareness you don't have a couple of billion dollars laying around to spend on marketing neither do i we would love to hear from you please post your best practices for lead generation in the comment sections below with integrated marketing communications it's difficult for small to medium sized organizations to compete with the large organizations in paint media so how do we generate leads without spending a ton of money the Amazon for instance pendens 69 tons of $100 bills to advertise a market in 2017 a more accurate question should be how do we generate more earned media or owned media to keep pace with other brands and their paid media fronts traditionally businesses used to cold-call customers are sending more direct marketing campaigns through traditional avenues to try and generate more business however today organizations can focus on increasing owned and earned media earn media will come from generating newsworthy content that may be outlets will run at no cost this can come in the form of an interview with the CEO charitable donations or voluntary services that benefit the community the problem with this is is most of these types of media is that good news travels slow and often does not lead the news cycle also many large organizations will spend a good bit of money on their corporate social responsibility as well and many times smaller the medium-sized businesses will be outdone by this Google for instance was ranked number one in corporate social responsibility for 2018 and much of that had to do with the organization's workplace environment but also the number of hours that Google employees were able to volunteer and the amount of dollars that the organization spent in charitable donations effectively controlling own media will allow potential clients to find you and also allow you to delivery own medias such as social media accounts or blog in the company's website is where the organization who produce content deliver the message they want to deliver and allows clients to interact and build a connection with that organization Wendy's for instance has seen a dramatic upswing in their market share by utilizing these forms of on the media Wendy's Twitter account has allowed the organization to move from the third spot in the market share due to the increase in the brand's awareness and the customers interaction with the brand on social media best practices for own media content and generated leads from this channel are to start a blog that explains your product or service to be original with your social media content and deliver it and a new a different or a very entertaining way but most importantly to be authentic thanks for watching everyone if you found this video informative or helpful be sure to hit the like button also if you leave us a comment with your feedback especially you have best practices to share and remember to hit the subscribe button to get all future leadership lesson videos