Tag Archives: successful lead generation

“Giving” Is a Key to How to Increase Business

Posted by Helen Steidinger on Fri, Dec 23, 2011 @ 08:16 AM

This is a giving and joyous time of year…and there is excitement in the air … anticipating a New Year and what marketing will hold!

In this season of giving, it comes to mind that successful lead generation is also really about just that…GIVING.  Giving and helping our target audience is key to successfully generating leads.  Prospects are naturally attracted when they sense the spirit of giving.  They open up and listen.  Start giving…bits of helpful information, tidbits and tips, shortcuts and highlights…

But… rest assured… we want to make one quick statement… Do NOT give away your services… Prospects expect to pay for valuable services.  Not only will you hurt yourself by giving away services, but you will hurt your entire industry.  Just attract your prospects with gifts that help them.  This will help you in return!

May you and your family have a wonderful Christmas holiday!  We looking forward to connecting with you again after the first of the year!

In the meantime, if you need us, please feel free to email us.

Complimentary Assistance

Did you get our FREE e-paper – 10 Marketing Steps for 2012?!  Go here to get it:

10 Marketing Steps for 2012

10 B2B Lead Generation Marketing Tips for 2012

Posted by Helen Steidinger on Wed, Dec 21, 2011 @ 04:42 PM

We quickly wanted to offer you some tips as you plan your marketing for 2012.  Grab our e-paper titled 10 Marketing Tips for 2012.

Money Scale-resized-600Feel free to download our e-paper here:

10 Marketing Tips for 2012

Putting together a marketing plan for the year is critical in successful lead generation.  Hopefully these tips will help you jump-start your plan.

Download our e-paper

The e-paper will help you zero in on how to approach good prospects and turn them into clients.  Some of these tips have been detailed in our blog during the last few months.  However, there are many that have not yet been covered.

Hurry and download it and then jump in and get started!

FREE e-paper

As we near the holidays… we wish you and yours a very Merry Christmas and a wonderful New Year!

Stay tuned for additional tips on successful lead generation!

As usual, feel free to email us with any questions…

Complimentary Assistance

How to Make 2012 a Great Year for Lead Generation

Posted by Helen Steidinger on Thu, Dec 29, 2011 @ 06:20 PM

Happy New Year!  Here we are already at the end of 2011!  Ready for a fresh start to a brand-new year.

Is lead generation at the top of your list?  Let’s make it exciting!  Here are some quick tips for January:

– Read our recent blog posts to see how to make lead generation productive and fun.

– Make getting email addresses a key part of lead generation.  Nurture your prospects by emailing them valuable information that speaks to their pains.  If someone is remotely interested in your service now, who knows how quickly they may become a client.

– Truly want to help people… be real and become a problem solver for those who you touch.

– Set a plan in motion now (our previous posts may help you).  It doesn’t take as much as you think!  Just decide to talk to, contact, or email 3 to 6 prospects each day.

Wishing you and your family a safe and happy New Year!  Will be in touch again in 2012!

In the meantime, feel free to email us with any questions:

Complimentary Assistance

Remember to check out our e-paper with Tips for Marketing in the New Year!

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!

Use Foresight When Reviewing Your B2B Lead Generation Plan

Posted by Helen Steidinger on Thu, Feb 02, 2012 @ 07:13 AM

This morning as I was driving to work, it was very, very foggy.  It made me think of how dangerous it is to move down a path… any path… and not be able to see what is in front of you.

When reviewing and implementing your lead generation program, be sure to take a look ahead and plan for what is coming.  Too often businesses launch a lead generation campaign and don’t think about what to do when the leads actually come in!

Seems silly, doesn’t it?!  But, think about it… have you ever sent out an email campaign asking for a response and then when suddenly you started getting a bunch of replies, you were overwhelmed?

Using foresight is the key.  Also, when you launch a campaign, EXPECT to receive leads.  If you go into the program with a sound expectation, you most likely will PLAN for good results.  Having a plan in place is critical to servicing and nurturing those leads… which makes for a successful lead generation program.

Just as an example:  You launched an email campaign.  You wrote a white paper with some really, really great content and a call to action that requests for the reader to go to your website and take a quick assessment.  Once they take the assessment, you will need to spend 20 minutes preparing a report (which will demonstrate how you might bring value to them) with which you will then contact the lead … and meet with them on the phone or in person.

Now pretend that you received 50 leads from this email campaign!  How much time will this take for you to service these leads?  Almost 17 hours… just to prepare the reports!  Then, you will need to contact and meet with them… if you don’t you will let them down and you will lose credibility in their minds.

As you can see… it is very critical to use foresight… don’t drive in the fog!

For some ideas for your marketing plan for 2012, download our short whitepaper!

Download our e-paper

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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Two minutes to Enhanced B2B Lead Generation

Posted by Helen Steidinger on Fri, Mar 09, 2012 @ 06:04 PM

Here it is late on Friday afternoon… I have been wanting to write this all day, but I kept getting interrupted… the sun is shining, you know, and I just had to run out and do some errands!

Actually, I’ll make this quick…

Are you on LinkedIn?  We have found this to be a must – it’s simple and quick to start your profile –  especially for successful B2B Lead Generation.  There are so many strategies that can enhance your marketing success through LinkedIn.  We wrote a quick e-paper on three tips on how LinkedIn can help you “get found” online.

Quick grab our e-paper – illustrating a few simple steps that take about two minutes that may connect you to that “most wonderful lead EVER!”

Hopefully, you have already set up your LinkedIn profile and have a good start to it, but click here to download our short e-paper with the three steps to more online success!

Updating your LinkedIn profile to take advantage of these few simples steps should only take about two minutes.  Quick grab these tips now – just click here.

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!

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.