the basics of lead generation

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the basics of lead generation

Author: AshleyLichty | Total views: 39 | Word Count: 532 | Category: Marketing | Date: Feb 28th 2008

It's no secret really - every business needs a strong lead generation plan. If you've got services to sell, you need leads to sell them to. That's why any marketing you do should be to generate leads.

Some marketing is geared more toward building a brand name. That's all well and good, but it's still lead generation. Building your brand name brings top of mind awareness to consumers. That means the next time they need a product you provide, your name pops into their head. They naturally come to you in search of a solution to their problem, handing you a lead that's an easy conversion.

There are many techniques to lead generation. Billboards, radio and TV commercials and print ads are especially useful for building brand awareness. Unfortunately, they make it hard to really target your message to a particular audience, leading to a less successful lead generation campaign.

Other traditional marketing techniques, such as direct mail and telemarketing, allow you to better target your audience. That way, if you're selling office copiers, you can specifically contact offices and companies, rather than blasting your message over the television to every demographic in America. Smart, logical lead generation saves money and leads to higher conversion rates.

Of course, some of the best lead generation tactics come from Internet marketing. Out of all forms of marketing, online advertising probably allows you to best target your audience and be the most creative. With search marketing (such as Google Adwords) you can target your text, audio or video ads ONLY to those searching for a product or service you provide. This ad then sends the user to your website, where, if you have it set up right, you can capture them as a lead.

In order to get an online consumer to leave you their information, you've got to give them something in return - it's the game of lead generation. Your offer must be either enticing, creative, or something too good to pass up - people don't like to give out their information for just anything. Your 'hook' or offer could be something as simple as having them signup for email updates to your blog or to join a forum, or an offer for a free coupon to one of your products.

Information is power, so if you've got it, share it - the offer of a quality informational report will often draw in leads. For example, if you are an event planner in need of holiday business, put together the 'Ultimate Office Part Guide' that includes tips, tricks, coupons and invitation templates for planning a holiday part in exchange for a user's name, email and phone number. If you want their contact info, you gotta give in return!

There are two things to remember when it comes to lead generation: target your audience, and develop creative ideas to collect their information. Get their information, and you win the game. Of course, it's only game one, and you've got several more to go - after all, a lead isn't a customer YET, is it?

Article Source: OrganizingWeb.net

About the Author

Author Ashley Lichty is an expert in lead generation, content development and SEO at ProsepctMX.com. You can learn more about her at her website.

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It's no secret really - every business needs a strong lead generation plan. If you've got services to sell, you need leads to sell them to. That's why any marketing you do should be to generate leads. 
Some marketing is geared more toward building a brand name. That's all well and good, but it's still lead generation. Building your brand name brings top of mind awareness to consumers. That means the next time they need a product you provide, your name pops into their head. They naturally come to you in search of a solution to their problem, handing you a lead that's an easy conversion. 
There are many techniques to lead generation. Billboards, radio and TV commercials and print ads are especially useful for building brand awareness. Unfortunately, they make it hard to really target your message to a particular audience, leading to a less successful lead generation campaign. 
Other traditional marketing techniques, such as direct mail and telemarketing, allow you to better target your audience. That way, if you're selling office copiers, you can specifically contact offices and companies, rather than blasting your message over the television to every demographic in America. Smart, logical lead generation saves money and leads to higher conversion rates. 
Of course, some of the best lead generation tactics come from Internet marketing. Out of all forms of marketing, online advertising probably allows you to best target your audience and be the most creative. With search marketing (such as Google Adwords) you can target your text, audio or video ads ONLY to those searching for a product or service you provide. This ad then sends the user to your website, where, if you have it set up right, you can capture them as a lead. 
In order to get an online consumer to leave you their information, you've got to give them something in return - it's the game of lead generation. Your offer must be either enticing, creative, or something too good to pass up - people don't like to give out their information for just anything. Your 'hook' or offer could be something as simple as having them signup for email updates to your blog or to join a forum, or an offer for a free coupon to one of your products. 
Information is power, so if you've got it, share it - the offer of a quality informational report will often draw in leads. For example, if you are an event planner in need of holiday business, put together the 'Ultimate Office Part Guide' that includes tips, tricks, coupons and invitation templates for planning a holiday part in exchange for a user's name, email and phone number. If you want their contact info, you gotta give in return! 
There are two things to remember when it comes to lead generation: target your audience, and develop creative ideas to collect their information. Get their information, and you win the game. Of course, it's only game one, and you've got several more to go - after all, a lead isn't a customer YET, is it? Article Source: <a href="http://www.organizingweb.net" target="_blank">OrganizingWeb.net</a> About the Author: Author Ashley Lichty is an expert in <a title="Custom Lead Generation" href="http://www.prospectmx.com/services/custom-lead-generation">lead generation</a>, content development and SEO at <a title="ProspectMX.com Internet Marketing Solutions" href="http://www.prospectmx.com">ProsepctMX.com</a>. You can learn more about her at her website.