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Added for You - Lead Generation 101
When someone receives something of value for free, trust and good feeling naturally arise. Giving away a free item or service are very effective marketing strategies. They will acquaint a new person with your product and company plus can be a non-agressive means to re-contact former customers or clients.Whether you work off-line or online, are in private practice, part of a mlm or are employed by a co
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to g
Media publicity is something you want to generate. It's free and it gets you the type of exposure most people pay a lot of money for. The key with media publicity is that you can use it for your own publicity over and over again.Here are some ways to become savvy around reporters that will maximize your opportunities for media coverage.To garner media publicity you have to be perceived as an exp
Once you get your streamlined sales force up to speed, it's going to need more people to talk to.
You already have a lead generation program in place. But is it working? Is it sufficient? Probably not, otherwise you wouldn't be reading an article called "turnaround tactics." So you have to stoke the lead machine.
Step one is to decide what a lead is worth to you, so you can know what to spend on getting one. Do you know the lifetime value of your typical customer? Do this calculating for revenue and profit: add the initial sale plus all subsequent add upsells, resells, back-end products, over the entire life of your customer. Average this across your customer base, and voila - lifetime customer value. Your fist sale may be $50,000, but with service alone over five years that figure will double. Throw in an upgrade, and two further product sales down the road, plus some consulting fees - the number could exceed $250,000. But don't use these estimates - do the math and find out.
You also need to know your conversion ratios. How many suspects make a lead, how many leads make a new customer, and so on. Break down your conversion ratios by lead source, as your customers from referrals will typically convert better than public speaking leads, which will convert better than trade show leads, and so on.
Combine cost per lead and conversion ratios and you know what the cost of acquiring a new customer is. Which tells you how much you can spend to get that customer, as well as which lead sources are most efficient. Now you know what to do more of, and what programs to kill off.
It's time to add new programs.
In truth, there are a fairly limited number of ways to get new leads. The typical-and generally effective methods include:
* referrals programs;
* endorsement programs;
* direct mail;
* direct email;
* web site promotion (both search engine and pay-per-click);
* advertising (all forms: print, radio, TV, web, email, billboard, skywriting, you name it);
* telemarketing;
* by-lined articles, editorials and other press mentions;
* public seminars, conference and association public speaking;
* trade shows;
* lead swapping;
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to ge
Most of us are impatient; we want our advertising to spark an immediate sales increase. That's equivalent to giving a builder one week to construct a three-bedroom home without a blueprint. Think of the planning process as drawing a blueprint for your advertising campaign structure. First you design the framework, next you fill in the details, and finally you begin to build.
You also need to know your conversion ratios. How many suspects make a lead, how many leads make a new customer, and so on. Break down your conversion ratios by lead source, as your customers from referrals will typically convert better than public speaking leads, which will convert better than trade show leads, and so on.
Combine cost per lead and conversion ratios and you know what the cost of acquiring a new customer is. Which tells you how much you can spend to get that customer, as well as which lead sources are most efficient. Now you know what to do more of, and what programs to kill off.
It's time to add new programs.
In truth, there are a fairly limited number of ways to get new leads. The typical-and generally effective methods include:
* referrals programs;
* endorsement programs;
* direct mail;
* direct email;
* web site promotion (both search engine and pay-per-click);
* advertising (all forms: print, radio, TV, web, email, billboard, skywriting, you name it);
* telemarketing;
* by-lined articles, editorials and other press mentions;
* public seminars, conference and association public speaking;
* trade shows;
* lead swapping;
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to g
As a service provider, the most important type of “boundary” you can set as a business owner involves those policies and procedures that govern how you interact with your clients. The more precise you can be about the services you provide, your fee structure, and what you expect from your clients, the smoother your work relationships will be. And the most effective way to make sure that each party involved un
Combine cost per lead and conversion ratios and you know what the cost of acquiring a new customer is. Which tells you how much you can spend to get that customer, as well as which lead sources are most efficient. Now you know what to do more of, and what programs to kill off.
It's time to add new programs.
In truth, there are a fairly limited number of ways to get new leads. The typical-and generally effective methods include:
* referrals programs;
* endorsement programs;
* direct mail;
* direct email;
* web site promotion (both search engine and pay-per-click);
* advertising (all forms: print, radio, TV, web, email, billboard, skywriting, you name it);
* telemarketing;
* by-lined articles, editorials and other press mentions;
* public seminars, conference and association public speaking;
* trade shows;
* lead swapping;
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to g
There are literally hundreds of reasons why people hate their jobs.How many can you think of?Today I interviewed a typical drone in the working collective and asked him a simple question."Bill, why do you hate your job?"He sighed deeply, his shoulders slouched, and with a quivering bottom lip he began to describe his typical day.“The alarm goes off late, or probably doesn’t g
* referrals programs;
* endorsement programs;
* direct mail;
* direct email;
* web site promotion (both search engine and pay-per-click);
* advertising (all forms: print, radio, TV, web, email, billboard, skywriting, you name it);
* telemarketing;
* by-lined articles, editorials and other press mentions;
* public seminars, conference and association public speaking;
* trade shows;
* lead swapping;
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to g
In a previous article I looked at reasons why training is important and how organisations could look at providing training for employees. In this article I’ll consider some practical ways of going about providing internal training. It must be said that internal training is never expected to replace quality external training but what it can offer is a degree of personalisation and employee involvement that even
* couponing;
* directory listings; and,
* joint ventures and strategic alliances.
Of course there are other more exotic ways to generate leads, and I'm sure you can come up with your own.
In addition to the programs you already have in place, your next move will be to start testing new systems. Some of the fastest ways to generate leads are based on your existing relationships: affiliates, strategic alliances, endorsement programs and referral programs. I would try these first. And if you are a good public speaker, I'd look to get out in front of your target market with a smart message. Now that you've honed your selling proposition, this should be easy.
Pick two programs and track very carefully. If one work wells and cost-effectively, increase your resources for this program. If they don't perform, kill them quickly and try another approach.
(c) Copyright Paul Lemberg. All rights reserved.
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