Lead Generation Tactics

InBound Marketing Online

Lead Generation Tactics

Based on the last blog, you now know how much per lead you can spend, and you know that by increasing your conversion rate (closing percentage) you will be able to generate more leads.

So what tactics (methods) should you use.  Lets start with a small company with a limited budget, as this is the most difficult situation.

If you are limited by a small budget for advertising, the first strategy is do every thing you can to reduce some expenses and move that money over to lead generation.  Lead generation is an investment, not an expense, and should produce more revenue and profit. A really good cycle!

Tactics to use to generate leads and expense:

Relationship marketing.  Expense is your time

1.) Make a list of everyone you know in business. Next to their name add one thing you can do for them professionally.  It can be an idea, an introduction, a mention of their service in your newsletters or emails, a joint venture, a lead.

2.)  Take the top 5 that seem to feel the best, and make those 5 calls this week.

3.) Watch good things happen.  We call it the radar system. You get on their radar and are in their thoughts.  Nothing but good will come from this. You will start getting referrals, and opportunities you never would have imagined.  This is my personal favorite and always pays back big dividends.


Next up, free Internet marketing on a DIY basis.

See more on our main sites SEO Blog http://www.salesjumpstart.net/blog

or our main sute http://www.salesjumpstart.net




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Lead Generation plan

The step many companies seem to miss when they are developing there sales plan, is what they can pay for a customer.  If you don’t know this number, you can not build a sales plan.

Coaches and consultants who start their clients business planning with “how much do you want to do in revenue ” this quarter, year, 3 years, seem to completely miss the point.

You start with what your margins allow you to “pay” for anew customer, and then divide that by your conversion rate.  SO if you can afford to pay $1000.00  for a new client and you close 25% you can pay $250.00  per LEAD.

Once you have that you can decide what tactics fit that budget,a nd how many leads at that rate you can buy each month.

The best way to get more leads, is to increase your conversion rate. The better your conversion rate, the more leads you can afford. That  is why we start with improving your conversion rate.

You can see more about our lead generation on our main site about SEO and Sales http://www.salesjumpstart.net

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Fire Proof Your Company

Fire proof your office:

Business owners and managers spend a lot of time “putting out fires”.  Here is a system to reduce your firefighting time significantly.

Fires are surprises.  So we try to employ a no surprise management environment.  Surprises tend to come from two sources, your employees or your clients/customers. To reduce and eliminate surprises you need a system to communicate constantly with both, in a confidential and trusting way.

Makes sure you have a policy and system to email a survey and call every customer on a regular basis.  This should include every level of your company’s management in a rotating time line.  Designate A, B and C clients, and set up a schedule of calls and surveys, with reports back to the the President of the company.

Example.  You have a three layer management org chart.

A Companies get a survey monthly from the Presidents office and a  call every three months in place of the normal lower management level calls.
A companies get a call every month from your director level.  Just a :how are we doing type call.  This can be replaced with a personal visit.

B companies get surveys every month, and a call every 4 months from the President  ( or VP )

B companies get a call or visit from the next level down every  6 weeks.

C  companies.  Survey every quarter.

Reports on every contact are sent to the Presidents and VP’s office

You will be amazed at what you will hear, and how your fire fighting team becomes less active as you identify challenges before
it becomes a fire.

If you are a small firm, you become the most active level. Call and survey every month or more!

For employees:

Send a post card to every employee with a return address to you ( The President or V.P)
Ask them how it’s going and do they have any suggestions.  Put all the returned postcards into a hat and draw
one or two out for monthly prizes.  This will encourage participation. Have some one call the employee if they didn’t respond and
remind them to get that post card back for the drawing.

Once again,  you will be amazed at the information you will get about your offices, managers and how your customers perceive your service.

Do the same type program of communication for your employees. Have a system that insures the senior level management talks directly to the A  and B
employees on a regular bases.

What comes with this is a very important policy of how the senior level communicates bad news or potential problems with the management.  It’s
essential that any “surprises”  are worked on as a team, and that you never beat up a manager for information received in this system.

Try this and you will be putting away the fire fighting gear far sooner than you would think. You will also be a better customer service organization and most likely find lot’s of lost revenue when speaking with customers.



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