Smart Ways to Generate Marketing Leads and Sales Leads Sooner

When it comes to marketing leads, the ones that are easiest to identify are bids, RFPs and quotes. It’s becoming easier to spot these opportunities thanks to email notifications and sales leads lists from a government business intelligence company. Most likely, your competitors will see these leads when they are published since they are “direct leads”. So what other forms of marketing leads can you identify in advance of a solicitation process? And how can you increase leads and sales by taking advantage of these new sales opportunities?

Increasing Sales Through Indirect Sales Leads

When generating more marketing leads and sales opportunities, “indirect leads” will play an important part. Listed below are ways that you can increase leads and sales through indirect leads:

• Search through bid documents for keywords specific to your product or service. Oftentimes it can be frustrating when your service or product isn’t in the bid or project title. Detailed information is always found in the specification documents, which can be hard to locate.  Government purchasing offices make the documents available for a limited amount of time—they are a great way to generate marketing leads.
• Access planholders and bidders lists. If you sell products to companies working on government contracts, accessing a planholders / bidders list will work in your favor to develop sales leads lists that you can use for sales and marketing purposes.
• Get minutes from city council meetings. If you are a construction, engineering, architecture company or work with companies who specialize in those areas, you could generate marketing leads from accessing city council meeting minutes. With city council meeting minutes, you’ll know when funding is approved for new structures, buildings, etc.
• Tap into information on renewing contracts / term contracts. It’s hard to keep track of sales leads for contracts that will be up for renewal, but getting a hold of information on the current vendor, buyer, project description, price and contract term dates will put you in an advantageous position to pursue these sales leads when the contract’s term is up.
• Utilize a custom contact list of government decision makers. Getting to the right decision makers before a project announcement can help you increase your chances of winning a contract. With a custom contact list, you will be able to develop ongoing phone, postal and email communications so your product or service stays at the agencies’ top of mind.

In addition to having more time to plan and execute your sales and marketing efforts, the overall benefit of digging up these additional “indirect sales leads” is that you will uncover revenue opportunities that might otherwise be missed.

Researching contract information, bid documents, planholders/bidders lists, decision makers, and city council meetings can be very cumbersome—especially since the government doesn’t provide a central location for all this information. However, you can access all this information with the help of a government business intelligence company. You will be able to access years of procurement information online.  To get a free sample lead report with leads in your industry, click "Try Onvia Now" at the top right of this page.