The best Lead generation Techniques
Today’s marketplace has changed from that of 25 years ago. Advertisers are fighting on all fronts to be heard and you are probably one of those foot soldiers hence the reason you are reading this to get more information to rise above the ranks.
There is a saying we marketing people like that is:
You can catch a few flies with honey, but you can catch all the honeys being fly!
Not a great bar line, but for your marketing it means be smarter and be different and the work comes to you. If you can get the work to knock on your door your profits soar, your business becomes a cherry picking exercise where you can say no to bad business, and when you are happy in your career, everything seems better!
‘It aint what you do it’s the way that you do it’
The basic lead generation techniques are well know the key factor is really is being a master of the particular ones you are doing, and being a master takes time whilst learning and a lot of trial and error and money wasted gaining experience to be good enough to make money.
Then when you are the master for a short period of time, everything changes and you have to go bottom of the class and learn new processes all over again.
Not everyone in the world has the same talents. If you have every tried stepping out of your comfort zone because some guru online told you it’s the only way to achieve success, and spent money on seminars and online courses trying to learn something you essential don’t like doing and in the end failed miserably, you will know that staying in your comfort Zone has merits indeed.
The secret of success is finding people who like doing the things you don’t and excel at it. Wealthy people create teams.
“It doesn’t make sense to hire smart people and then tell them what to do; we hire smart people so they can tell us what to do.” – Steve Jobs
Ok so you have hired a great marketing team and they love doing what they do and you tire quickly when they start taking about their marketing techniques because at the end of the day it’s not your forte, find your forte, because without it you will never find your success.
What lead generation activities will your new marketing team be active in?
One third-party endorsement is more powerful than a hundred presentations. Getting your customers to recommend and encourage other people they associate with to seek out your products or services is the most coveted prize in selling, besides a sale. There are hundreds of referral systems you can use; to create an unlimited supply of hot prospects; to get prospects returning your calls; to contact hard-to-reach buyers; to create a reputation that opens closed doors; to enhance customer loyalty; and to increase sales and multiply profits. Referral systems make your life easier and more professional, and bring higher profits with increased customer loyalty.
Acquire them in the first place … and it will bring you more customers and more cash right away.
This is the most powerful, persuasive marketing weapon available to any business. It drives customers to try products or services more than any other marketing technique … more than advertising, salespeople, direct response, and public relations combined! And contrary to what you might expect word-of-mouth is not out of your control. There are dozens of techniques for launching your own highly successful word of mouth campaigns, based on an all-important Decision Matrix and a proven seven-step process.
The quality of your prospect list is the single most important influencing factor in your marketing success because it can eliminate virtually all marketing waste. A list of well qualified prospects can be a priceless gem because if you exploit it properly it will produce tremendous amount of revenue for you from people who have a proven interest in your product or service. Thousands of properly qualified lists are readily available for virtually any marketing purpose and can give you many times more sales. These lists identify the specific businesses, key decision makers and demographic characteristics you desire, within the geographic areas you specify. You can focus only on prospects who are more likely than not your primary target audience for your product or service.
Most people you meet have hundreds of contacts, which means that virtually anyone you might want to contact or meet is only four to five people away from you. Effective networking is therefore vital to your success. Most people are poor networkers, but you can quickly learn how to get out; meet people; make new contacts; develop quality business relationships based on trust; polish your communication skills; educate the people you meet about what you do and the benefits offered by your product or service; create a lasting impression; quickly build your network, use your contacts database effectively, enjoy your new contacts …and maximise your chances of success.
Circle of Leverage
A highly effective step by step strategy that deals with the single most common and frustrating problem for anyone in business: the problem of gaining access to the correct audience. No other skill is as directly connected to your ability to achieve success as the skill of getting in to see the right people. This approach will help you cut through bureaucracy, identify the people you most need to see. You’ll find that you can get in front of your desired prospects–regardless of their position or level of experience–faster, more effectively, and with less expense. It represents a new way of thinking about gaining access and overcomes the problem of getting through to the right people.
The Internet is now an essential element in business communication. When people want information, they surf the web to find what they need. You need a good website that maximizes your exposure … or you’ll look old-fashioned and behind-the-times. Your website needs to be attractive, informative, and easy to navigate so that you obtain a constant stream of new prospects. You also need to establish a digital marketing strategy that deftly converts them into customers.
You also need to learn about Google advertising and Social Media as the free edge rank in today’s Social Media sites has shrunk significantly making it almost impossible for small businesses with less than 10,000 followers or likes on their groups and pages to be heard.
Become a Recognised Authority
You can take a number of simple steps to rapidly establish yourself as a recogised authority in your field. These include writing articles and books, creating newsletters and information products, speaking and delivering seminars. These can keep you very busy and in demand virtually all the time, giving you a tremendous edge over your competitors who struggle to get by. Customers will normally flock to you, while your competitors wonder why and have to settle for picking up the leftovers.
Public Relations and Publicity
Most of what you read, see, and hear in the media got there with the help of PR. The media are insatiably hungry for factual, interesting, and newsworthy or entertaining information they can share with their customers, members, employees, listeners, viewers or readers. PR, approached correctly, will give you free coverage on radio, television, in magazines, newspapers, trade journals, newsletters, e-zines, and via Web sites who serve the marketplace you’re trying to reach.
Special Events and Promotions
One of the best methods of making your business more successful is to make doing business with you a special, memorable experience. The more exciting, enjoyable, fascinating, informative, valuable or educational you can make the experience, the more business you will do, and the stronger and more meaningful the bond you will form with your customers. Events are a very powerful way of offering people who have an excellent probability of turning into customers a chance to be educated about the benefits and results of your product or service. They can also be used to recognise your existing customers as being very special.
Advertorials and News Stories
Writing articles and news stories for publication in the media that your prospects and customers would find interesting and would like to know about is the quickest, easiest way, and usually the first step, in building your reputation. You need to know how to come up with article ideas, research and write successful articles, get them published, use the reprints in self-promotion, and get people to respond to you and buy your products or services.
Brochures and Corporate Literature
No matter what your business, your brochures should help bring in profitable business … yet most brochures fail miserably. You therefore need to know how to create professional brochures and fliers that sell for you by educating your prospects and customers about the benefits you offer and also addresses their questions and their needs for your product or service.
Exhibitions and Trade Shows
Some wildly successful businesses employ only one major method of marketing: they display and sell their wares at trade shows, exhibitions, and fairs. They realise that many serious prospects will attend these gatherings. But there is an art to successful exhibiting which, if mastered, generates immense rewards. There are few other sales forums where prospects and clients come to you and where you can meet so many of them in a single day. You can also conduct valuable research, get first hand opinions on your products and services and even collect valuable testimonials. Besides attracting new business, exhibitions can be used to introduce existing customers to additional products and services they were previously unaware of.
Which of these activities are you an expert of? Even your most experienced marketing people will not admit to being the authority on all of them, so one reason you may be failing is you are trying to be the jack of all trades instead of being a master of a couple of them.
The parable of the Christmas Boat.
Two fathers decided they wanted some nice toys for their children at Christmas, the one father bought wood and paint and decided to make the toys, he spent days and weeks toiling and cursing in his shed only to realise he was not a carpenter, and after many weeks the only thing he made was a ship that was really just two pieces of wood screwed together with a sail made out of old newspapers, that sunk as soon as the son placed it in the water.
The other Father went to a toy shop on Christmas Eve and bought a toy boat made by a master craftsman, the process took 5 minutes and on Christmas day the son was so happy with the well-made boat and its design. The father and the son spent many hours of fun sailing the boat on the river.
The parable tells that there is often an easy way to do things and we often look for the hardest way when there are as many effective short cuts to success in life, as there are paths that lead to ruin.
‘If you thought good marketing companies are expensive, wait until you try do It yourself or try a cheap company”
If you are a startup or small business Lead generation could be your undoing and waste a lot of your valuable time and money as you will probably not be a master of any of the above techniques. You are better off finding someone who can help you find leads quickly and get your sales and profits soaring, which leads to growth and happiness in whatever you do.