How to Make Rain with Lead Generation Campaigns

Posted by Helen Steidinger on Thu, May 24, 2012 @ 02:44 PM

You might be asking what does “making rain” have to do with lead generation campaigns?!

As a follow up from last week’s blog post… we needed rain badly.  Thankfully, Sunday we got a half inch on some of the farms, less on others.  At least we got some rain!Make Rain-More Leads

But guess what!  Here it is not even a week later, and we REALLY need rain again.  Does this remind you of B2B lead generation?  Always need more leads.

It is fun for me to compare RAIN with LEADS.  Having grown up on a farm, my heart is still there (at least a little bit.)  I still get concerned when it gets dry and there are acres and acres of corn and soybeans hurting badly.

Unfortunately, (or maybe fortunately) there is little farmers can do to make rain.  Contrary-wise, there is a lot most of our businesses can do to “make rain!”  It is called “lead generation.”

Last week we talked about some lead generation techniques using surveys.  This is a unique form of lead generation that can yield results quickly.

We will soon be releasing a case study about a campaign we just completed for one of our clients.  They received 64 potential leads from one short campaign.

Stay tuned to learn how this company:

  • Sharpened their knowledge about the market they wanted to attract
  • Filtered out possible leads that had a mind-set bent toward the usage of their product.
  • Created a situation where dozens of leads were expecting a call back
  • Made some sales within a few weeks from the first call

This was accomplished using the survey technique.  Some key points for success when using these lead generation techniques are:

  • Be sincere in your effort to help
  • Stay natural – be yourself
  • Show value

If you would like to learn more about this specific form of lead generation or want more details about this campaign, please reply to this email or call us at (815) 692-3710.

7 Freedoms for Effective Lead Generation

Posted by Helen Steidinger on Thu, May 31, 2012 @ 3:55 PM

Another Memorial Day is past as we remember those who help(ed) us maintain our freedoms in this great country of ours.  We hope you had a wonderful holiday.

As we reflect on the freedom we have… Memorial Day 2025368effective lead generation comes to mind!  All of these freedoms help us be effective in our lead generation techniques:

Our freedom:

  • Of Speech
  • To be Creative
  • To Brainstorm
  • To Innovate
  • To Create
  • To Market our Services
  • To Approach our Leads

Think about it… in many other areas of the world, people don’t have these freedoms to build their businesses by generating more leads.  Yes, we are thankful!

Email us if we can help you in any way with your lead generation!  May you have a great week!

7 Keys for Business to Business Lead Generation

Posted by Helen Steidinger on Fri, Jun 08, 2012 @ 12:00 PM

Everyone in business is interested in business lead generation, right?  Obviously, for a B2B company, business lead generation drives sales.  Read on for seven important keys to success…

This articles is primarily written for the “business to business” (B2B) company as some of these keys may not apply to the “business to consumer” (B2C) company.

What venue REALLY works for B2B?  Social media?  Email marketing?  Direct Mail?  Radio/TV?  Telemarketing?

If you are selling products or services to other businesses, here are some keys to remember:

1.)  Narrowly define your market.  Who really are your ideal customers/clients?  Which market makes the most profit in your business?  Who do you enjoy working with?  Where can you be the most helpful?  Who will best help you grow your business to where you want to go?  Answering these questions will help you define the market which is the first important step in successful lead generation.

2.)  Determine how to best reach your target market.  Once you have defined your market, think about things from their perspective.  If you were in their shoes and needed your services, where would you look for help?  Who would you listen to? talk to?  What would you read?  How could you be reached?  What would get your attention?  Once you determine these answers… go and get in front of them where they will find you.

3.)  Be open to creative, innovative ideas.  Times are changing quickly, and it is critical to stay on top of the new marketing ideas.  This is not saying that you should jump in and do everything.  It is just critical to stay open-minded.  If you know of another company that had great success in a certain area, take the time to see if what you are doing might compare.  Do some research before you jump in, but stay open.  As an example, we have learned that there is a lot of hype out there about how social media can bring success to your business.  Social media marketing can eat up a lot of time.  As a B2B company, it is critical to get good solid answers to #2 – know where to reach your target market.  Most likely they are not on all social media platforms… where do they spend their time from a business perspective?  At this point it probably isn’t Facebook.  But, what about LinkedIn? or Twitter?  Do your research and stay open-minded.

4.)  Help solve problems, don’t sell.  Today, business people are smart.  They have done their research about your product and/or service, probably before you have had a good chance to talk to them.  They most likely already know what your competition is like.  Don’t sell them.  Help them.  Ask them what problems they would like solved.  Show them how you can help.

5.)  Be likeable.  A good friend of ours, Brent Kelly, with Clemens Insurance, recently posted a blog about the 10 Top Tips for New Insurance Producers.  One of his tips was “Be Likeable.”  People buy from those they like!

6.)  Love your prospectsBrent also says, this… Follow the Golden Rule, and treat them the way you would be treated.  This is so critical in B2B lead generation.  And, actually, if you can truly “love your prospects,” it will show through, and they will see it and know they can trust you.

7.)  Always do the right thing.  Integrity rules.  This almost goes without saying.  But, we had to include it because it is a timeless principle that should not be left unsaid.  It may often be tempting to exaggerated the truth or leave an important point out, but integrity rules.  In the end, it always wins.

Hope these keys are helpful to you in your lead generation efforts!  Please email us if we can help you in any way.

We mentioned LinkedIn above… Here are some tips that might help you… Please share!

4 Lead Generation Techniques for Qualified Business

Posted by Helen Steidinger on Fri, Jun 15, 2012 @ 03:21 PM

Looking for “Qualified” business?  We have some ideas for some lead generation techniques to use.

We are believers in direct lead generation techniques… reach out and talk to and meet with your business prospects.  When you actually talk to them, you can more easily sense their attitude toward what you are discussing.

Think about your prospects… if you were them…. how would you like to be approached?  Pretend you have a list of cold prospects… ones you have never seen or met before.

How would you approach them if you believe they would be a good lead for your business?

Here are some ideas:

Do some research on what their company offers, review their website, ask others who may know or have been in contact with them about what they know.  Try to learn the name of the decision maker before you make your first contact.

When you have enough information about them to make an informative call, plan out how you want the conversation to go.  Try to be sure that you have a way that can benefit them, or if you don’t, make sure you plan to ask them specific questions for you to determine how you can help.

Then call them with one of these lead generation techniques:

1.)  If you don’t know how – right off – how you can help them, do a quick study with 10 or few questions.  For more information, read our blog post about Surveying to Get Results.

2.)  If you know how you can help, ask them if they have 2 1/2 minutes for you to share with them how they might be able to _______________________ (how you can help)?

3.)  Or, ask them right off if they have time to meet to learn (how you can help)?

4.)  Or, ask them if (how you can help) is an issue for which they are looking for solutions.  You would like to see if your services are a fit for them.  Would they have XXX amount of time to discuss?

The key to the success of any of these lead generation techniques is being prepared when you make the call.   A direct lead generation campaign like this is a great way to yield results quickly if you have your “ducks in a row!”

For a few more marketing tips, download our 2012 e-paper!

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Share this blog with any other business professional you think could benefit!

Prime Telemarketing Leads: A Thing of the Past?

Posted by Helen Steidinger on Fri, Jun 29, 2012 @ 04:51 PM

Do you currently use telemarketing as a business lead generation strategy?  If not, have you received any telemarketing leads in the past?

Word has it that telemarketing is a thing of the past.

Let’s define “telemarketing.”

We think it is a thing of the past IF telemarketing means:

  • Calling on anyone and everyone
  • Using a telephone book for a list
  • Starting out saying, “How are you today?”
  • Reading word for word from a script with no voice inflection.
  • Trying to get five yes’es from the prospect
  • Putting on pressure when someone says “no.”
  • Yelling at the prospect.

However, telemarketing can be defined in another way:

  • Professionally calling on a list of prospects that have a high probability of NEEDING what you have to offer.
  • Diligently creating a criteria for the target audience that could best be helped.
  • Starting out saying, “Hope I didn’t catch you at a bad time…”
  • Truly caring about the person on the other end – and your voice shows it.
  • Asking questions that help you determine if you can serve a need or not.
  • Kindly leading the prospect to say “yes” or “no” whichever is in THEIR best interest.
  • Thanking them for taking the time to take your call.

There is a difference, isn’t there!  One will never be successful… not in the world of today.  The other has a good possibility of being successful depending on what industry and what products/services are provided.  Poor telemarketing should be a thing of the past.  Sincere efforts to help solve business’ problems will always be a great part of a marketing plan.

Would you like to determine if your product/service is a good candidate for telemarketing?  Please call us at (815) 692-3710 or email us below.

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Blogging Tips for this Time of Year

Posted by Helen Steidinger on Fri, Apr 06, 2012 @ 09:47 AM

Here it is Easter weekend!  One of my favorite times of year.
The air is fresh this morning, and things are bursting with life. Easter

The lilac’s aroma fills our back yard and the grass is green and new.  The deer run in the timber with their young and the bunnies hop in the yards.  What a great time!

And me… here I am quickly typing out my blog before I head home for a long weekend.  My goal is to give you just a few blogging tips to help you with your business lead generation.

Blogging can be fun… If you aren’t a “natural writer” you need to make it that way!  Here are some quick tips:

1.)  Write a list of topics you enjoy to think about

2.)  Develop ways to weave these tops into your business writing

3.)  Come up with another list of “long-tailed” keywords that pertain to your business

4.)  Write five blog titles that contain a “long-tailed” keyword

5.)  Develop a “blog calendar.”

6.)  Write! … using the titles as the start and weave in your topics and your keywords.

7.)  Have fun!

If you want some more ideas, feel free to give us a call or email us!  We would love to hear from you.

May you have a wonderful Easter as we remember the true meaning of this important holdiay!

Email us for more tips

Need Rain? – Take a Look at Your Lead Generation Techniques

Posted by Helen Steidinger on Fri, Apr 13, 2012 @ 12:35 PM

raindropsIt seems that many of the areas of the country need rain… literally.  Here in Central Illinois, we had such a mild winter with very little snow.  Now, this spring, we have had almost no rain.

Coming from a family of farmers, we are wondering if there will be enough moisture for the corn and soybeans to grow… we’ll hope and wait and see!

From a business perspective… do you NEED RAIN?

Most often, some time during business cycles, we all need MORE rain.  Some companies have assigned “rainmakers” – most often these people are sales and marketing folks – responsible for business lead generation.

Let’s take a look at some ACTIVITIES to identify some specific lead generation techniques that could potentially “make rain!”  There are ideas all over the place… we just need to look and ask.

1.) Survey some prospects about their PAIN POINTS and CHALLENGES

2.) Brainstorm with other employees for specific ideas

3.) Talk to sales people in your company (and complementary companies) for their ideas

4.) Go online and read industry blogs for ideas (this blogs contains A LOT of ideas)

5.) Ask some questions on a forum

6.) Join a LinkedIn group that pertains to lead generation in your industry

Do you need some help?  Feel free to contact us… we can even schedule a complimentary 20 minute consultation call!

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The Rain Came! Did Your Lead Generation Techniques Make Rain?

Posted by Helen Steidinger on Fri, Apr 20, 2012 @ 09:37 AM

Last week I talked about needing rain… Well, thankfully, we got about one inch of rain which could be considered a billion dollar rain for the farmers in our area…!  It is always a good feeling when the rain comes through…

What about in your business?  Unlike the farmer, most businesses have more control of their “rain” through their lead generation techniques.  But, as we all know, “making rain” isn’t always easy.

Let’s do a quick exercise to see if you can make a little rain…

Do you have a list of prospects you have been working with…?  If you do, that is great!  Take a look at those and consider:

1.)  What do they have in common?
2.)  What kinds of “pain” are they experiencing?
3.)  How can your services help?
4.)  What bits of knowledge would you like to have so that you can help them make a good decision as it relates to your services?

Once you have these questions answered.  Develop a 10 – 14 question survey.  Go to my previous blog post to learn more about how to develop the questions.

The goal of this survey is to build your knowledge of the industry and how you can help solve issues and pains.  The prospect should know that you are conducting a study to improve your service to their industry.  At the end of the survey, ask if you can touch base with them after you have had a chance to review the results of the study.

Using what you learned in the study, develop an approach to further your discussion with the contact.  Reference the study the next time you call them and let them know what you learned.

The fact that you care enough to do this will often take you further down the path to making rain!

For some ideas on how to look for the PERFECT LEAD to help you make rain click below!

CTA-Download 7 Signs to a Perfect Lead

Question: Best time for business lead generation?

Posted by Helen Steidinger on Fri, Apr 27, 2012 @ 03:24 PM

Don’t they all say that timing is critical with everything?  Make sure you choose the right time for this or that…

Well, we believe that there is never (or almost never) a bad time to work on business lead generation.  Now, of course, we don’t suggest going around blabbing about your business all the time!  What we mean is . . . Always be aware of looking for a possible opportunity that may lead you to a good lead.

As I’ll be flying to Oregon next week on business, my mind goes to a previous flight I had…

Here’s the story:Airplane20380574

Several years ago I was flying back from Boston and happened to sit next to a nice young man (early twenties at the time).  Normally, I am not one to easily strike up a conversation with a stranger, but something about this young man engaged me.  We started talking about our different lines of work.

He worked for a manufacturing company and was on his way to a big trade show.  As young as he was, it would not have seemed on the surface that he would be in the position to discuss their company’s marketing goals.

However, I quickly discovered that this young man was sharp and knew how to work and was going to be going places within his company.  We talked about possible ways that we could help them through telemarketing lead generation campaigns.  Yet today, our memories go back to how we met….our first conversation in the airplane!

So, you never know when you might stumble upon a lead.  Just keep your ears open!

For seven signs of a perfect lead… don’t forget to download our e-paper.  See below!

CTA-Download 7 Signs to a Perfect Lead

Have a great weekend.

Please Your Prospects for Successful Lead Generation

Posted by Helen Steidinger on Thu, Mar 29, 2012 @ 10:19 PM

Today we had dinner at a nice restaurant on our way to a meeting in Nashville.  We found this restaurant online through www.Restaurant.com

As you may know, restaurants can sell gift certificates on this site at discounted prices.  Every once in a while we check this site to experience something new!  We found this restaurant, Cumberland Grille, in Clarksville, Tennessee and it appeared to be locally owned and had a nice menu.  In checking out their website, we pretty much had our dinner choices made before we even got to the restaurant!  The menu descriptions were scrumptious and well defined.

Mary Beth had Grilled Salmon on a bed of rice, and I chose the Monterey Chicken which was topped with onions, mushrooms, and Monterey Jack cheese… delicious!  Each was served with a choice of soup or salad and a melt-in-your-mouth dinner rolls, plus one side.

Since both of us are attempting to eat “healthier” we chose their grilled vegetables as our side.  As we were waiting for our dinners, I saw a waitress serve another table – what I thought looked like – fried dill pickles… something I love!

We had already ordered our main course…when it came, it was very well presented and beautiful.  Our meals were delicious!  As we talked, we asked the waitress for another look at the menu to check out the desserts.

Mary Beth decided to take the brownie dessert topped with ice cream and chocolate sauce, and could not forget the fried dill pickles… so guess what?!  I ordered my appetizer for dessert.  Yummmmm!  Bottom-line… we enjoyed our experience immensely.

We had a friend that lives in Clarksville, and Mary Beth thought of it to purchase a gift certificate for him and his family.  (not from the discounted site, but straight from the restaurant at full price)  She completed this transaction before we left. We thanked the waitress and told her we wish Cumberland Grille would be in our area.

What does all of this have to do with successful lead generation?

1.)  In today’s world, it is critical to have a great online presence.  Providing your prospects with the information they need and are looking for will give them a good experience.  Just like the Cumberland Grille’s website drew us to their place, your website should draw your prospects.  It wasn’t the “look and feel” of the site as much as the information it contained.

2.)  Give your prospects some value before you even know them.  We purchased the discounted gift certificate from the site.  It was a real value!  This was the reason we tried Cumberland Grille instead of the 100’s of other choices we had.

3.)  Successful lead generation will generate referrals.  Just like purchasing the gift certificate for our friend – a referral to Cumberland – your prospects and clients will refer you, tweet about you, and talk about you – just for doing the right thing.

Reply to this if you had any good experiences recently!

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