Lead Generation: 7 Places Your Strategy to Generate Leads is Broken
Lead generation 2010: everybodys looking for new customers and hot prospects
. And sales. Times are tough but hey, theyre out there: people that need your products and services and want to do business with you. They just have to find you, know what youre selling, and trust you enough to buy from you. Seems simple, but first you have to fix your broken lead generation system.Broken Lead Generation Tip 1. Youre searching for leads in the wrong places. Youre looking high and low, and these high opportunity folks are left and right. You need to tune-up your lead generation strategy to find prospects and new customers efficiently.
Broken Lead Generation Tip 2. Customers and prospects dont know you. Although youve been in an office right down the street for years, ate lunch at the same restaurant, shopped at the same grocery store theyve never heard of you, your business. Youre cold and you need to be warm.
Broken Lead Generation Program Tip 3. They dont trust you.
Why should they: no one likes to do business with a stranger. Your lead generation program doesnt establish trust as it develops new customers.
Broken Lead Generation Tip 4.Your marketing is old and ineffective. Remember the direct mail package you sent them about your products?And the 4-color post card. That didnt work, did it? Say, when was that - a few months ago a year or two ago? Five years? Yes, direct mail works. But not if you dont do it right.
Broken Lead Generation Strategy 5. You made them the wrong offer. Whether by direct mail, telephone, newspaper ad or whatever A poorly strategised lead generation program is like offering candy to a college co-ed they arent taking anything from strangers. You aroused only suspicions, and they called to police. Or, did that only happen to me, er a friend of mine?
Gone are the good old days:
Lead Generation Tip 6.Remember how you got most of your customers? Yea, well that doesnt work anymore, either. Times are tough. To be effective today, lead generation needs to be far more specific, targeted, and maybe even personalized to be most effective.
Direct Marketing Strategy Tip 7. In the good old days you could offer a product that no one else had. If people wanted it, they called you. Now, they can get it anywhere - including the Internet. And they can get it cheaper, too.
Times changed andeveryone sells everything. Some industries are harder hit than others: financial lead generation is particularly tough because now even banks sell financial services. And its harder still for insurance lead generation: both banks and financial service people sell insurance. Even if your competitors dont have what your customers are looking for, theyll go out and get it for them.
Direct Marketing Strategy 8. Now ask yourself why. Why should new clients do business with you. What makes you so great? Your nice office location, nice office furniture, and that good-looking secretary. I mean what makes you so great in THEIR eyes. Better pricing? Different product mix? Better service? Why should they leave the comfort and security of their current vendor, and move everything to you?
Overcome these 7 lead generation objections and answer question 8 and holy smokes, youre one giant step closer to getting new customers and keeping older ones.
So, where are you going to generate new leads, prospects, and new customers now? The next two articles in this series Lead Generation: How To increase response and lower cost per lead by finding the right markets. shows you exactly how.
Lead Generation: 7 Places Your Strategy to Generate Leads is Broken
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