Tag Archives: lead generation program

How Business Lead Generation Can Transform Your Sales

Posted by Helen Steidinger on Fri, Jun 22, 2012 @ 11:08 AM

There is a difference between business lead generation and sales.  Generally, the lead generation comes first… taking a certain skill set and tool-set.  Then, sales comes in with another skill set and tool-set.

Of course, if you are a one person company or a freelancer, you probably have (or need) both skill sets.  Most likely you realize that getting business leads is a totally different issue from actually making a sale to a warm lead.

Many of our previous blog post refer to using the phone (or telemarketing) as part of business lead generation.  That is because we have found that, especially in the B2B arena, telemarketing is one of the quickest, most efficient methods of generating leads (from a cold market) IF IT IS HANDLED IS A SPECIFIC WAY!

Telemarketing has to be handled very specifically in order to produce good results.  There are too many unprofessional telemarketers out there, and it has given the industry a bad rap.  However, if you work with true professionals, telemarketing can transform your sales.

How?

As a sales person, would you like to:

  • Know about your prospect’s current situation before you talk to him?
  • Know what your prospect is experiencing as far as pain?
  • Have your prospect be open and expecting a call back from you?
  • Be able to plan how to approach your prospect as to how you can best help because of the information you already have?

Would having these capabilities transform your sales process?  Would you like to talk to prospects that already know a little about you and are expecting you to follow up with them?

If you do, then you may wish to consider telemarketing as a part of your marketing campaign(s).  Remember… you don’t have to make cold calls… just find the right person or company that has the experience of telemarketing the right way.

For a short e-paper that outlines some tips about this, just click below:

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Using a Lead Generation Company: Is it Worth It?

Posted by Helen Steidinger on Fri, Aug 24, 2012 @ 05:20 PM

When exploring marketing alternatives and their related costs, the question often arises… Is it worth outsourcing lead generation?

We suggest you consider the following three items before making your decision:

1.)  How much time do you or your staff have to dedicate to lead generation?

2.)  Do you feel comfortable that you have identified the most effective way(s) to reach your target audience?

3.)  What is the “return on investment” from your existing lead generation campaigns?

Answering these questions honestly will give you good insight as to whether using a lead generation company is worth it.  Here is our quick “run-down analysis” to the question – Is using a lead generation company worth it?

1.)  If your answer to question #1 is less than 10 – 30 hours per week AND your company is in the growth mode, this is not adequate for many companies.  The challenge is carving out the time to effectively work in this area.

2.)  If your answer to question #2 is “no” or “maybe” – you might want to consider consulting with a lead generation company just for some ideas.  Remember, you don’t have to fully engage in campaigns if you connect with lead generation service companies.  You might be able to hire them for a few hours to give you ideas.

3.)  If you don’t know your existing return on investment numbers, we again suggest discussing this with the professionals.  These numbers can make the difference in achieving success.

Of course, all of the above suggestions assume that you are engaging with a PROFESSIONAL lead generation company.  Cost is always a factor, too.  For a 25-minute complimentary assessment regarding your specific situation, please email us!

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Also, take a little time and think through your goals.  This article might help you!

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!

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