Part2: Most effective lead generation activity, method, and/or practice
November 29, 2007
This part contains some of the important topics for the leads generation.
- SEO
- Around 80% of them are seeking out their needs through search engine. Listing in organic search results for relevant, popular keywords will help you get potential customers.
- For my point of view, Outsourcing your SEO needs will help you get better results than in-housing.
- Target all the techniques under search engine marketing which contacts effective methods like, PPC, Affiliate marketing etc.,
- Cold Calling
- This is one of the very old techniques which is still a proficient method in the cycle. I believe we all know well about it.
- Referrals
o Please don’t forget to mine you current customer base for referrals. Technology people talk to other technology people but they my not refer you if you don’t ask. Something as simple as reminding your sales people to ask for referrals as a part of their follow up could yield huge results for very little effort.
· Email Campaign
o You can send out the campaign in html format and personal campaign. For my experience, for your service/product offering obviously the personal email campaigns will works well. There are lots of softwares available in the market for bulk email campaign.
o In email campaign subject is very important and that will the first impression of the email. Don’t include “FREE” in the subject which creates your mail as a spam. For example, If you are sending a campaign for a seminar, the subject will be like “Invitation to the ….”.
o If you are sending html campaign, make sure it is compatible for blackberries, MS office 2007 etc. The first impression needs to be important.
· Webinar
o When it comes to the product development company, the webinars plays major role in marketing. Buy separate software only available for webinars. Don’t use our normal conference software for webinars.
o Make sure you have a substitute for the speaker. I’ve got to know this point from my experience
I hope I covered the major titles of marketing/lead generation. If you focus on these things mainly, you’ll get good leads for the business.
Entry Filed under: B2B, Business Development, Email Marketing, Marketing. Tags: Business Development, email campaign, emarketing, Marketing, ppc, seo, webinar.
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1.
Patrick Kilhoffer | December 13, 2007 at 5:43 pm
I agree that SEO is usually better done by outsourcing it to a firm that has it as a core function. I want to mention though that cold calling should also be outsourced whenever possible. Many salespeople will do nearly anything to avoid cold calling, including faking their numbers to make it look like they are doing the volume of cold calling they are expected to do.
Cold calling done well is very effective. Cold calling done poorly or not at all will not help you reach your sales goals.
2.
bizzhy | December 17, 2007 at 6:17 am
Yes. There are companies who are doing cold-calling for their customers and they are effective too. But the better part is, to know well about specific solutions and products and we cannot share some of our things to outsourced firms. So, I hope in-house cold-calling will be more affective than outsource. However, If the cold-calling is only for invitation to seminars, conferences and events, I agree with you.
3.
Kandoras | December 20, 2007 at 5:13 pm
zrk3dS Wow, it can be truth