 The Lead Generation Phenomenon That Really WorksPublished Date: 2008-08-11 15:31:56 WorkOnInternet.com
Before I tell you anything, I want you to answer the following 5 questions; How many leads do you get today? What is your conversion rate? What is your best lead generation technique to date, what is the cost per lead? What is the lifetime value of a customer? What is your average margin per sale? Now hold that thought – If you have a marketing department – use those figures! If you don't then reflect on them, because using ADSPORT, you should never have to cold call again – and your sales will increase dramatically. The seven key strategies for qualified lead generation are highlighted in the chart below. The key to ensuring that you have a flow of successful leads is to have at least 7 campaigns running at any one time; one from each of the categories. If you have a marketing department; they can not do all of these, you need to be involved. Remember, you are the expert that your customers trust – you need to make sure that your prospects trust you as well. In a short article, I can not go into detail on each strategy, just let me give you some examples. Just remember the power of each strategy is increased exponentially, when used in conjunction with the other 6. 1. Advertising: Business cards, Classified, Radio, Flyers, Luas Tickets, Google. 2. Direct Mail: Sales Letter, Fax Reply, Post Card, Email. 3. Speaking: Seminar, Special Interest Group, Radio Interview, Audio Book. 4. Publishing: White Paper, Book, Online Article, Press Interview. 5. Online: Website, Affiliate, Directory, SEO, Ezine, User Forums, Blogs. 6. Referral: Existing Customers, Partners, Networking Groups, Lost Sales. 7. Telephone: Telemarketing, In-Bound Leads. Just Don’t “Cold Call” yourself! Indeed fact my research has uncovered in excess of 200 methods, like the examples below. Which ever methods you use remember this; Test, Adjust and Measure (TAM) everything you do. It is also worth noting that as you begin to apply these techniques, your sales will increase and it is important that you increase your budget accordingly. Too many people, who start to see success, feel they have enough leads and stop generating more. Remember, it is much easier to bounce a basketball that is already in the air! This article is one of many sales articles or marketing articles written by Peter Lawless of 3R, Marketing Consultant, Business Coach, Sales Trainer, Public Speaker and Communication Specialist to hundreds of companies.
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