pillars of lead generation

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Pillars of Lead Generation
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Top 5 Pillars of lead generation

• Lead generation is a process involving techniques
  that help you to build an efficient strategy for
  high-quality lead generation and better sales
  conversions. Here are The top 5 Pillars of Lead
  Generation that allow you to outperform your
  competition.

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1. Email Auto Responders

• One of the pillars of lead generation is E-mail
  Autoresponders. An insightful e-series utilizing
  the power of an email auto-response is one of the
  most strong lead generation offerings these days.
  This is a device that allows you to pre-populate
  messages over a period of days, months, or even
  years to be delivered to an opted-in subscriber.
  You can spoon tiny bits of useful information
  over a series of days if you set up an
  auto-response, instead of burdening your
  prospective customer with a white paper or a PDF
  that is 20 odd pages. Over a period of days, your
  autoresponder feeds information steadily and
  thereby increases the likelihood of your content
  actually being seen and read. Not every email in
  the series may be opened by your potential
  clients, but they are likely to open up the most
  important ones and you can monitor the opening
  rates. This means that you can monitor the bits
  of data that were most important to them and
  either delete, reconfigure or re-title certain
  installments of the e-series to ensure that you
  keep the offering very interesting to customers.

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The Unread Download

• Although PDFs and e-books can work very well by
  getting people to download them and request
  information to generate leads, there are a
  surprising number of people who never open up
  what they have downloaded. With every intention
  of opening it up and reading it, they download it
  to their Downloads folder, but then they simply
  forget it. In order to download it, they have
  taken the step and their brain crosses it off
  their mental checklist, but they never double
  back to read it. Since you have a little bit of a
  nagging factor, an email series is different and
  I mean that in the most optimistic way! For a
  period of time, it drips. So as though the
  installment of yesterday was skipped, the
  installment of today arrives and the title looks
  interesting so they check it out. This works even
  better if its an issue theyre working on right
  now or something they need to fix today, but the
  scheme offers you a range of possibilities to
  really target and strike a nerve that is a point
  of pain for the client.

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Ease of Entry

• In addition, you can build an audience with an
  e-series that may not be able to give you any
  information about itself. While having their
  first name is great, what you really need is
  their email address and to opt-in for them.
  People consider subscribing to an e-series to be
  much less threatening than filling out a
  long-form to request data, where a sales agent
  will contact them as the next logical move. The
  familiarity that grows when someone repeatedly
  shows up in your mailbox on a scheduled basis is
  another fantastically powerful aspect of an
  autoresponder. They need to make quite an impact
  if you see anyone once but the familiarity that
  grows over an e-series tends to foster confidence
  over a period of time. This is a vital part of
  getting individuals to become leaders and agree
  to be approached by you.

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2. Tracking Phone Numbers

• The Internet revolves around email and is an
  excellent forum on which individuals are highly
  oriented. However, in my results, the clients
  note a big difference in prospects who call on
  the phone, particularly for higher-priced sales.
  They are more interested in consumers using the
  phone and now they want answers. They dont want
  to get a form filled out and wait. So it is
  therefore important to get those customers to a
  phone. You want to be able to have a phone number
  for your lead generation efforts. For businesses
  that struggle with monitoring offline activities
  such as phone calls, however, this poses another
  problem. Tracking operations in their leads can
  be hard if they simply put in the phone number of
  their company.

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Ask the Question

• So they decide to ask what caller how they have
  heard about them. Its a positive measure, but
  sadly people fail to inquire, and even if they do
  this knowledge is not recorded correctly by
  clients. Customers can claim that they found you
  on the web, on Google, or on your website, which
  is awesome. But what if on several websites the
  deal has been promoted? You start asking your
  prospect some probing questions pretty soon
  before the discussion even starts and the
  customer begins to get annoyed at this point.
  Their time is important, and they call to ask you
  questions. They dont even want to be processed
  on Sunday in six ways!

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Prospecting for Gold

• The response is that by using tracking numbers,
  it can all happen automatically. I thought
  tracking numbers were a big deal that I had to go
  to the phone company for when I first started
  this venture, sign a very long agreement, and
  then lease these phone numbers. That isnt the
  case anymore. On the Internet, there are many
  businesses that will have you up and running
  within minutes, offering you one or more
  telephone numbers that track your advertisement
  offers. The name of one of them is phone.com.
  Its amazing and we are using this service
  ourselves. Its incredibly scalable. They have a
  great back end that allows you to build voicemail
  boxes, protected numbers, or simply redirect
  calls. It will also transcribe messages left on
  various lines and send them as an email or a text
  to you. They will record the remaining messages
  or forward the phone calls to the appropriate
  line you want to be recorded. All this gives
  excellent reporting at the end of the day.

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3. Marketing RD

• The 3rd Pillars of lead generation is Marketing
  RD. When asked about the many failures Thomas
  Edison suffered while attempting to invent the
  light bulb, he responded, I didnt fail. I
  just found 10,000 ways that didnt work. What
  marketing RD is all about is pretty sweet. Its
  not a word used by many individuals. But it is
  the language that I use because I want people to
  realize that marketing research is also relevant,
  just like investing in research and development
  for science. Weve got to test the devices that
  we use. The outcomes that you get back are highly
  important to the marketing activities of your
  company. Failed marketing campaigns are all too
  frequently perceived by individuals as a reason
  to suggest that something does not work. Yeah we
  did some ads for pay-per-click, but we didnt get
  a lot of revenue from it, so it doesnt work for
  us. We did some ads for newsletters, but that
  didnt work either. I dispute that. I think its
  better to look at it as a marketing RD
  investment because youre almost always going to
  learn something from a campaign.

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Theyre Sending You a Message

• There is almost always a bright spot in the
  campaign and you can learn something if youre
  searching for it, if you see the clues, or if you
  can see any trends. Maybe it didnt run all the
  way to the end, or maybe you were able to get
  website visits, but you didnt get conversions.
  Or maybe you had conversions, but then when the
  salespeople wanted to close or qualify, contact
  networks proved difficult for some reason. So in
  the campaign, we need to look at this study and
  learn stuff. Its not a loss, because every time
  we test various campaigns, different methods, key
  terms, various deals, types, and a whole host of
  variables, we will understand. When brought
  before the right minds, the outcomes of that
  learning can really produce better campaigns
  going forward.

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Not as Easy as it Looks

• One should not see any failed campaign as an
  overall failure or an indication that a specific
  medium does not work, for the first time it is
  difficult to do something amazing. We also go to
  the websites of individuals and see deals being
  made on the Internet and things look really
  straightforward. But theyve invested time and
  resources into the deal behind the scenes. They
  also considered how it is worded, how the form is
  organized, the bid series, and in what main words
  it shows up. It looks simple and we dont get to
  see the valuable work of RD that went into it.

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Fail-Safe

• It is very common that there is a real aversion
  to testing or doing something that could fail.
  Especially within businesses that have marketing
  employees trying to make a name for themselves.
  Or they want to blame something when it fails, as
  is the responsibility of the chosen medium or
  media or website. I have seen it time and time
  again. One of the reasons that you can see
  advertisers advertising too much in the same
  position as their rivals is that they are
  hesitant to try anything different. If a rival
  has made the decision to advertise there as well,
  they believe it is a safe choice. They dont want
  to be the ones to try and fail, but when theres
  a new chance theyve never seen or their opponent
  may not be aware of, they hold back. This implies
  that without having to have their opponent there
  too, they will lose out on a big chance to make
  an impression on that audience. So note, in
  marketing, the word failure does not exist. There
  are measurements and the findings are there.
  Also, the absence of findings should provide
  enough data on anything that needs to be
  retooled, changed, or marginally checked.

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4. Polling the Marketplace

• One of the pillars of lead generation is Polling
  the marketplace. To generate leads, the same
  methods that you use to market knowledge can be
  used. This is particularly true of leads to a
  more complicated sale since first customers want
  details. Data is what gives them the confidence
  to buy and places them in a position. To find out
  the data they want, first of all, survey your
  market place. Then create a page, whether it is
  on a website or at the end of an article. It
  needs to be somewhere that can be heard by
  people. Youll know exactly what individuals are
  most interested in whether youre going to
  produce a promotional item, special report or an
  audio series, or a webinar. It will need to be
  convincing and match what you deliver with your
  target audience and whats on their minds. This
  will help you frame the dialogue about your goods
  or service that you eventually plan to have with
  them.

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A Simple Question

• An expert proposal researcher has helped
  businesses such as Lockheed Martin, Boeing, and
  NASA land millions of dollars in contracts. Many
  of them were worth billions of dollars. He
  conducts training sessions. One of the things he
  would ask at the start of his training sessions
  is what main questions do you want to answer? He
  polls the marketplace because he knows what his
  customers need to know fast.

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5. Defining Your Leads

• Defining your leads is one of the pillars of lead
  generation. Ask 10 people to define a lead and
  you get 10 different answers. Leads and
  knowledge are two different things. Just like two
  different things are leads and advertisement.

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Data or Leads?

• Definition of a lead is anyone who has shown, by
  an action. A high degree of interest in the
  product or service you are providing. So a lead
  is a future possibility that is more refined.
  Data, however, can be bought in list form. It
  simply gives you a list of those individuals that
  meet those requirements you have specified. This
  may be called a concentrated audience. Info USA,
  owned by Info Group, is one of the largest data
  companies to deliver this in the United States.
  You may not have even heard from a targeted
  audience, let alone flagged themselves as
  interested in your offering. They have simply met
  the requirements.  You may be able to close or
  make an offer to some of them that they respond.
  And eventually, become a lead. To usually
  generate leads, I use two fundamental strategies.
  The first approach is to figure out what
  individuals are searching for in those types of
  purchasing. It may be they actively search for
  what you sell.

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Information Sells

• Producing content that better explains the
  problem should be one of your main strategies. If
  they want to solve it themselves, this gives them
  nice, honest tips. But also highlights that you
  are an expert if they decide they want someone
  local to help them. The secret is that they want
  to be helped by others. So the sort of content
  you supply needs to be insightful in nature.
  Anything you can make using your phone or a small
  camera or a Flip camera is placed on the
  Internet, YouTube. It can later be embedded on
  your website.

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Conclusion

• Theres a huge variety of stuff you can give us
  data. So there you have them, 5 ways to improve
  the lead consistency. All of them are easy to
  introduce, but when the sales funnel fills up,
  the incentives are great to see.