Profitable lead generation is a critical part of growing a B2B business. It is often considered the most difficult.
It seems like common-sense that when you start a lead generation campaign that you know what you are “marketing.” But, do you really know… or is it a broad service?
What specifically are your marketing? Can you explain it in 30 seconds or less?
Here are seven steps to successful lead generation:
1.) Identify the specific product/service that you are marketing (in your mind, be able to explain this in 30 seconds or less)
2.) Identify the specific target audience that needs this product/service.
3.) Obtain an electronic list
4.) Develop ten questions to survey the prospects on this list.
5.) Using the survey, launch a study of the target audience… Learn more about what they need and want
6.) Develop a script with the mindset of doing research to complete the study
7.) Call these prospects, complete the survey, get their email addresses to stay in touch with them to send them the results of the study AND nurture them as leads!