Archive for Lead Generation
The Most Valuable Source for Leads
Posted by: | CommentsIt is one thing to quantify the leads but another to ignore the results. Tomorrow the results will post. Ever hear of a customer referral program?????
From the Entireweb Newsletter * September 2, 2008 * ISSUE #471
The Most Valuable Source for Leads(cont)
With all of this insight , how did the same channel executives, distributors, resellers, and channel representatives respond to the survey by Chief Marketing Officer Council with regards to tactics for generating new leads in the coming year?
14% Plan to use Direct Marketing and E-mail campaigns
13% Plan to use Sales Brochures and collateral
10% Plan to focus on Tradeshows for lead generation
8% Will use Seminars to generate leads
7% Will rely on Print Advertising
7% Plan to use Public Relations and Article Placement
7% Plan to use the Internet and Online Advertising
6% Will revert to Telemarketing
6% Plan to invest in Internet Search Engine Marketing
5% Plan to engage customers in User Group Gatherings
4% Plan to rely on Yellow Page Advertising
4% Will experiment on the Internet with Blogs and Social Networking
3% Will use Online Directories
3% Will create Webcasts
1% Plan to use Content Syndication
2% Will try something completely different
The results of the survey regarding lead generation tactics for new business acquisition are hardly surprising. Very little has changed in the planning and tactics as conveyed by the survey response, and yet, the contrast in comparison to the most effective and valued leads is staggering. Even though 54% of respondents acknowledged that the most valued leads are based on customer referrals, the first mention of leveraging this goldmine occurs in the 4% of respondents that plan to engage customers in user group gatherings.
Fortunately, it would appear relatively that fourteen percent of respondents believe the most valuable lead generation comes from Direct Marketing or E-mail, and fourteen percent plan to use this tactic for lead generation in the coming year. However, even though only seven percent believe that the best leads come from trade shows, there are ten percent planning to take this tactic, and another eight percent who will augment this activity with seminars.
Ever heard of a Customer referral program?
Voice Mail Secrets
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You GOTTA Know this – Voice mail messages can be a useful selling tool or a major setback to your sales efforts, depending on how you leave or receive them. Here are a few tips that may help your effectiveness when leaving a message.
Prepare what you plan to say before you leave a message. Rambling or pause-filled messages make the wrong impression to prospects.
Leave all the critical information, but don’t make the message too long. It’s usually a good idea to leave the prospect with a day and time when you will call back.
Be prepared to talk to the prospect or customer when you call. Some salespeople are so used to going into voice mail that they stammer and stutter when a live prospect answers. Every time you call a prospect, think of it as a possible face-to-face interview, and plan accordingly.
Source: William Keefe, sales manager of Interactive Data (from The Selling Advantage, 05/28/08)
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Posted by: | CommentsI am offering a Group Coaching Webinar of the DTM system. This is going to be offered in a 2 week program at a special price. There is a limited amount of spots available and will be filled rather quickly. For more details, you have to subscribe to my newsletter, send me your e-mail, or join me on LinkedIn. If you decide to participate, there will be a special implementation offering at the end of the program.
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