If you're in business or sales, you need leads. Leads turn into sales and that means staying alive. How much time and money have you spent in the past, without really knowing what return you got? Worse still, can you remember campaigns that you ran, that delivered NO results? There is an old saying “Together we stand, divided we fall”. Lead generation is no different!
How Often Do You Find Yourself Saying: "I Wish I Knew How to Generate Qualified Sales Leads"? Is this further compounded by a lack of knowledge, time and budget? This article briefly describes ADSPORT, the lead generation program, which uses 7 key lead generation strategies, all at the same time. Not only is it highly effective, but even people without marketing experience can use it to design their own lead generation program, using budgets they can afford.
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.
3R runs specialized workshops to assist in setting up these strategies and implementing ADSPORT. We also work with you to ensure that these leads then get converted into sales through our interim sales management programs.
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!
Finally, if you would like to learn more and discuss your own particular situation, whatever business you are in, give us a shout on +353 1 458 0246 or register for a free business health check - maybe we can help you.
This article was written by Peter Lawless, founder of 3R Sales and Marketing - www.3r.ie. For previous articles like this, visit 3R's Articles. Alternatively, subscribe to Success our free monthly Information Bulletin with sales and marketing articles.
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