Utilizing the advantages of lead generation marketing is crucial to your direct selling business. The biggest mistake that most businesses make today is trying to get the sale early on as opposed to going through the lead generation marketing strategies in a progressive manner. Today we’re going to teach you a couple ways to benefit from your own program.
With that said lead generation marketing strategies differ from direct selling and may make you feel a little nervous. This is because with lead generation marketing you will not immediately ask for the sale. Most often you will not mention the sale, product or service at all in the first step of the process. Lead generation is at least a two step process and sometimes many more; literally, generating a lead by marketing as the first step. And what is a lead? I like to think of it as someone just raising their hand to show interest. That’s all a lead is really, someone showing interest without having to feel uneasy about it.
Lead generation marketing strategies include the following as a first step in the process; give away a free report or other valuable information. You could perform a free analysis or service, but generally give away some valuable information for nothing. You could provide the information on audio cd or dvd, hold a short seminar or event, the possibilities are endless. Anyway you can ask for the prospects contact info by giving them something of value, and that’s the key. The item you are giving away must be of value to the prospect.
The ones that do are considered to be a good lead. Another one of the lead generation marketing strategies is figuring out how to get their phone number. If you do this then they are definitely a hot lead! Keep in mind though, when you do have them in front of you or on the phone there is another process that takes place. This is the building block to a trusting relationship, and it takes about 3-7 times worth of follow-ups to do it. In all actuality it’s kind of like dating.
Just so you don’t forget the process is for this lead generation marketing is as follows: The “I’m interested” factor, which is followed by your follow-ups to them. In each instance you can provide more useful information that pushes them into the positive direction of making a good purchasing decision. This is a crucial part to your success and should not have a direct sales pitch attached to it.
Now, after you’ve made a couple contacts, we do recommend introducing the idea of a sale. This is another part to the lead generation marketing strategies. It could include a link to a sales letter, or even a letter with information you are mailing. Even if you think it sounds difficult it is as simple as what to say, how to say it, and when you should say it. If you want to utilize your time effectively, we recommend a follow-up process.
When working online, the way to do this is through an auto responder service. Your lead generation marketing system will require the need for this, because it’s the best way to follow up with prospects that download your free information give away. If you need to mail it to them then we recommend asking for the mailing address.
This is what lead generation marketing is all about. You are simply creating a sales funnel that points your prospects into a wide open end. Whatever lead generation marketing strategies you use (auto responder, direct mail, postcards, etc.), they should be designed to introduce the idea of a sale on a gradual level. During this time they should also provide helpful information as to why they should use your product or service. So make sure you show them the benefits!
About Stephen Tickner: An internet marketer who would like to give you valuable free information, including video tutorials on Lead Generation Marketing Strategies. His company, TRS Technology provides best price b2b lead generation solutions.
This is an excellent post! I think it's important for people to remember that using the phone for b2b lead generation should be your primary resource. Here's a blog post i found on it http://www.gatewaybizdev.com/blog/2010/02/is-b2b-…