Tag Archives: lead generation techniques

Grab These Quick Lead Generation Techniques

Posted by Helen Steidinger on Fri, Jan 13, 2012 @ 05:46 PM

As we begin a New Year, lead generation is heating up in many companies.  We are all set to make 2012 a great year for business, and one fundamental activity for that to happen is to generate good leads.

In B2B lead generation, email marketing is becoming more and more critical.  We are not talking about emailing to thousands of addresses who have never had any contact with you before.  We are talking about selectively email potential prospects with the intent to add value to their business.  In showing them value, you are creating a “good feeling” for when they think of you.

Quickly plan out five email topics which would be of interest to twenty of your top prospects.  Schedule and plan out a campaign using these email topics.  Once you have the topics identified, here are 7 easy steps to writing your email:

1.)  Draft a captivating Subject Line… make sure to use an Action Verb and a few words that will grab their attention.  The subject line should not be long… preferably less than 50 characters

2.)  Address your prospect personally… saying something like… “Good morning, John”

3.)  In the first sentence of your email, tie back to your subject line.  This adds authenticity to your message.  This introductory paragraph should only be a few sentences long.

4.)  When writing the body of the email, use bullets to grab attention and highlight important parts.  Keep the body pretty short, but include links to your website or to helpful tips that add value to your message.

5.)  Be sure to have a “Call to Action.”  It could be a download from your site, or it could be a request to comment on your blog.  Or, maybe you want them to hit “reply” and just give you a short answer of some kind.  Show that you have an interest in helping them, and if they just (take your call to action) they will get some more value.

6.)  Close with a message that shows that you plan to continue your contact.  Maybe say, “Until later” or “I’ll be in touch.”  If you say you will follow up, please do.

7.)  Finally, be sure to track who opens your emails and who clicks on your links.  Then, take action.  These are potentially warm prospects… don’t lose them.  Help them help you kick off your 2012 lead generation with a great start!

If you need some information on great email marketing software, please email us.

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Have a great weekend!

Is Your B2B Lead Generation in an Emergency State

Posted by Helen Steidinger on Fri, Feb 10, 2012 @ 06:03 PM

The fire sirens just went off outside my office…!  Where is the fire?  What is wrong?  Is someone hurt?  There is an emergency… somewhere…

Makes me think of the state of many companies’ B2B Lead Generation program.  Lead generation is so critical in the state of any company’s health.

How is your lead generation program faring?  In this economy, it isn’t unusual to hear… “My pipeline is dried up?”  “Sales quit coming in?”  “Cash flow is dwindling?”  Emergency situations are not fun.  What can be done to keep emergencies from happening?

fire truck-resized-600The solution goes back to an effective lead generation program.  Here are some tips to keeping your lead generation program vibrant:

1.)  Spend a little (at least) time on prospecting/lead generation each and every work day.

2.)  Implement a plan that you can temporarily “put on auto pilot.”  This could be pre-scheduled emails or blog articles.  (Make sure you have good call to actions that take your prospects to your website’s landing pages so they can become qualified leads!)  It might be that you hire someone or outsource part of the marketing plan so things are happening even while you (and your staff) aren’t working.

3.)  As I mentioned above, make sure that your website is ready and able to handle visitors who have an interest in your services.  If it is set up properly, your website can be the vehicle that handles many of your prospects questions.

For more information about how to set up your website as the “hub” for your lead generation, just email us:

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For some lead generation tips:

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Have a great weekend!

Warm up with some B2B Lead Generation Tips

Posted by Helen Steidinger on Fri, Feb 17, 2012 @ 06:01 PM

Depending on where you spend your winter, you may be in a cold or in a warm climate.  If you are like me, it is cold outside and everytime you leave home or the office, you need to bundle up.  No fun!

Some people look at their B2B Lead Generation Program as that cold place to go. . . no fun!  But it doesn’t have to be that way!  Read on to warm up to some ways to make your lead generation marketing time a fun place to be.

First, let’s think about why you even do lead generation to begin with…

1.)  To help people/businesses enjoy what you have to offer

2.)  To warm someone else’s life because your product/service will make their day (or their year)

3.)  To enhance the experience your customer/client has in one way, shape or form.

Doesn’t that warm you up, just thinking about how you can help others with what you have to offer?

Second, do all of your prospects understand the benefits of what you offer or do?

1.)  Warm up with some ideas of how to “warm up” your prospects… What is the easiest way for them to experience your warmth?  Can they see it?  Taste it?  Feel it?  Smell it?  Do something warm to grab their attention.

2.)  Remember that not everyone will understand the benefits the first time they see or hear about your product/service… Think about warm ways to drip those benefits on them

3.)  Can you email them something warm every few weeks?  Send them to something special on your website?  Offer them some warm information that will capture their attention…

Finally, think about how you can tell if your prospects are “warmed up.”

1.)  Did they open your email?  Call them and say that you sent them an email and just wanted to follow up by phone.

2.)  Did they download something from your website?  Call them ASAP… most likely they’ll be surprised that you care enough to do it!

3.)  Did you send them something warm in the mail?  Touch base with them by email… another touch.

Warm touches help!  Please post some “warm” ideas for our readers!

Have a great weekend and stay warm!

Important Lead Generation Technique: Know Your Lead

Posted by Helen Steidinger on Fri, Feb 24, 2012 @ 02:31 PM

This past week, my brother Dean had sinus surgery.  You might be wondering what in the world does this have to do with lead generation?!  Let me give you just a little insight…

Dean had a previous surgery about ten years ago, and his polyps grew back.  Now, he needed them to go in once again and clean out his sinuses.

know your leadThe surgeon told him that because of his previous surgery, the “landmarks” are no longer as clear and therefore, surgery becomes more difficult.  Because our sinuses are near our eyes and our brain, it is always a concern for any surgeon that nothing is damaged.  But, with this being a second surgery, things are even more critical.

However, the surgeon told Dean that he will be using image guidance which will help him better know where he is and what he can do.  Although the outcome in any surgery is in higher Hands, this new(er) technology helped the surgeon perform a successful surgery.

Here is how this relates to lead generation:  The more you know about your lead the more successful your lead generation techniques will be.  Knowing some critical details will help guide your process in developing the lead.

So, how do you best “get to know” your leads?

A few techniques (and tools) we use are:

1.) Perform a research study on a pool of potential lead contacts.  Conduct a survey to get some of the information that is helpful to know before you actually engage with them.  (previous blog posts discussed this in greater details)

2.) Put your leads on a “lead nurturing campaign.”  Watch what the do… do they open your emails?  Do they click through to your links?  Do they download any of your content?  By watching this you can learn more about exactly where their interests lie.

3.)  Check them out on social media… read their LinkedIn profiles and their Facebook pages… follow them on Twitter … Google their name and their company… You may be surprised what all you find.

4.)  Finally, systematize this research and then take all the information you have obtained and decide if this lead is one worth pursuing…

What system do you use to do this work?  Some of it can easily be done by hand, but it is nice to have a system to keep the information together and easily accessible.

Let us know if you would like some ideas on how to do this!

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Hop on a Bike for Lead Generation Techniques

Posted by Helen Steidinger on Fri, Mar 23, 2012 @ 12:54 PM

This week one of the adorable little boys in our lives (Zachary is his name.) learned how to ride a bike without training wheels!  His parents took off his training wheels, gave him a little push, and poof, he was off!Bicycle boy resized 600

Of course, he had to come show us, and we were thrilled!  His biggest problem was stopping… Although he is very cautious and uses his feet to stop before he goes out into the road, he still hasn’t learned how to use the pedals as brakes, but he is doing great.

What can we learn from this to help our lead generation techniques?

Several things…

1.)  Like training wheels, we may need to have some assistance in the beginning.  Our “training wheels” might be expert advice, software packages that help, outsourcing some of the tasks, etc.  We need to accept the fact that we need training wheels in order to be successful at lead generation.

2.)  Have confidence!  Zachary has great confidence in his skills.  He innocently loves to show them off.  He believes that he is doing just what he is expected to do, and he can tell he is doing a great job.  We, too, need to have confidence in our skills.  We need to be able to feel good about showing our products/services to those who need them.  Having the confidence and the knowledge that we are doing a great job really helps in lead generation.

3.)  Thrill your prospects… Just like Zachary thrilled us with his skill… our leads should be thrilled with what we have to offer.

4.)  Be a little cautious about the areas of uncertainty…  As we mentioned, Zachary’s biggest challenge was learning how to stop.  He was cautious as he approached an obstacle… like a road way or another sidewalk, etc.  Although we should have confidence in our skills and abilities, we still need to use caution in areas that could harm us.  For instance, use caution when accepting a new client (are they truly someone you want to work with?), when pricing your services under a new situation (don’t under-price yourself), etc.

Little Zachary can teach us a lot as he learns how to navigate his little bicycle!  We can congratulate him, and you, too, can be congratulated on your lead generation techniques if you follow a little of his “advice!”

Comment on this if you want to learn more about little Zachary and his skills!

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!

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!

Need Rain? Get Surveys with Results

Posted by Helen Steidinger on Fri, May 18, 2012 @ 10:34 AM

Here we are… mid-May!  Coming from a family of farmers, I was talking with my brother this morning.  I knew that he was out late planting soybeans last night, and so I asked… only have one more field to go?get surveys with results

He said, “Yes, and we need rain.”  I said, “So, you’ll get the last field planted and then it will rain.”

Of course, he said, “Well, it might not happen that way, but they are expecting a 50% chance of rain later this week.”

Wouldn’t that be perfect if it happened that way?  We’ll see…

Very seldom does everything go “just perfect” in business lead generation (or farming!).  However, when it does, we should remember it and if we can, capitalize on it and redo the same activities to get the same results.

A few weeks ago, our blog article discussed some specific lead generation techniques that can “make rain!”

One of them was to survey some prospects about the PAIN POINTS.  Here are some additional tips to get surveys with results:

1.)  Genuinely consider this survey a study to do market research to help your target market.

2.)  Develop 6 – 12 questions that will give you insights as to how your product/service can help them.

3.)  When you call, ask if you can have 2 1/2 minutes of their time.  Tell them that you are doing a study to help __________________ (the industry you are targeting) with _________________________.

4.)  Tell them that their help is greatly appreciated, and if you have specific questions relating to their responses, would it be ok if you called them back after the survey results are in?  (This will be an entry into having another (better-informed) conversation with them.

5.)  Most prospects appreciate any help they can get with their PAIN POINTS.  Go out and do just that… HELP THEM, and they will want to become your clients/customers if they see that you are great to work with and offer services/products they need!

Need some ideas that relate to your specific situation?  Give our sales department a call at (815) 692-3710 or email us here.

Have a great weekend!

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.

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