How to Generate High Quality Sales Leads Even In This Economy
How to Generate High Quality Sales Leads Even In This Economy
Here is a list of creative lead generation techniques for generating high quality leads. Naturally each one has pros and cons so test carefully.
1. Qualify the prospect by telling them a salesperson will call to follow up. For example your copy might read," Send for this special report today. You can download it instantly and begin to profit from the valuable information right away. We'll even have a representative contact you with a very special, limited time offer.
2. Put the price in your copy. This will usually separate the lookers who love to collect free brochures and product spec sheets from the serious buyers. Your copy might say, "Find out how you can purchase this remarkable timesaving "product" for as low as $1250.
3. Include a qualifier in your ad copy. Begin your headline with the name of the market or the specific market for the product or service. "Headaches?" will only attract people with a headache, and if that's your target audience, you'll reach them quicker and with less effort. Or you can name the market, like "If you're in charge of marketing . . . you should mail the Special Buy Card today." Or "subscribe to our newsletter, where you'll find solutions to common marketing problems and case studies which show how others in your industry are solving them."
4. Ask your prospect to complete a short survey. Online surveys help you flesh out what is really bothering the prospect. It identifies the "pain" that your product or service will solve. Your ad copy might say," Just answer these five questions and we'll e-mail you a customized recommendation on how you can save up to 25 percent on your personalized marketing plan."
5. Test the idea of having the prospect e-mail a form to you, or mail back a letter on company stationery. With this type of request, you do not need to feature a discount, coupon or phone number. Always include a survey, questionnaire, or bounce-back when you send literature or information to a prospect. Use the opportunity to gain as much information as you can about the prospect. Introduce them to additional items and services.
6. Let your prospect know she can respond to your offer by calling a special toll free number --which connects her directly to a salesperson.
7. Have your prospect attend a business briefing, special presentation or demonstration of your products or services. This can be held locally at a hotel , restaurant or sales office. Or online with a webinar, tele-class or tele-seminar. Host a preview in person or on the phone or web. This will qualify your prospects and may eventually do away with the need to cold call.
8. Qualify all sales leads by phone/ Have the sales manager or field representative qualify the sales leads by phone. Have a trained in house qualifier phone the prospect. When qualified, turn the lead over to the sales rep for prompt follow up.
9. Bury your offer in your ad copy, or even eliminate it. Stress the benefits of your product or service. De-emphasize the offer. Make your prospect discover what you are offering after reading all (or most) of your sales letter or special report. Many times your landing page or squeeze page should merely sell the prospect on giving you their email address and contact information in exchange for valuable information. Offer your information / lead generation piece for a price. Your ad copy could read," Send for free information on our (new product or service.) Or, for a closer look, send for our 64 page e-book, "How I became a millionaire overnight with no money and no effort" for only $27.00.
10. Tell the whole story. Instead of using the two step methods above, give your prospect a detailed picture of your product or service in a sales letter. Include qualifying questions throughout your copy and use sub headlines to accent important points to keep them reading. This approach works well when your market is highly technical and detail oriented. (This approach actually goes against the grain of most lead generation strategies, where the idea is to simply generate a response).
How to Generate High Quality Sales Leads Even In This Economy - To learn more about this author, visit Allan Katz's Website.
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With the average cost of face to face cold calls going through the roof, sales organizations are testing new ways to bring back a higher quality of sales leads for their sales people. A good flow of quality leads will help keep your sales people motivated, reduce your advertising and selling costs and boost overall marketing efficiency.
Here is a list of creative lead generation techniques for generating high quality leads. Naturally each one has pros and cons so test carefully.
1. Qualify the prospect by telling them a salesperson will call to follow up. For example your copy might read," Send for this special report today. You can download it instantly and begin to profit from the valuable information right away. We'll even have a representative contact you with a very special, limited time offer.
2. Put the price in your copy. This will usually separate the lookers who love to collect free brochures and product spec sheets from the serious buyers. Your copy might say, "Find out how you can purchase this remarkable timesaving "product" for as low as $1250.
3. Include a qualifier in your ad copy. Begin your headline with the name of the market or the specific market for the product or service. "Headaches?" will only attract people with a headache, and if that's your target audience, you'll reach them quicker and with less effort. Or you can name the market, like "If you're in charge of marketing . . . you should mail the Special Buy Card today." Or "subscribe to our newsletter, where you'll find solutions to common marketing problems and case studies which show how others in your industry are solving them."
4. Ask your prospect to complete a short survey. Online surveys help you flesh out what is really bothering the prospect. It identifies the "pain" that your product or service will solve. Your ad copy might say," Just answer these five questions and we'll e-mail you a customized recommendation on how you can save up to 25 percent on your personalized marketing plan."
5. Test the idea of having the prospect e-mail a form to you, or mail back a letter on company stationery. With this type of request, you do not need to feature a discount, coupon or phone number. Always include a survey, questionnaire, or bounce-back when you send literature or information to a prospect. Use the opportunity to gain as much information as you can about the prospect. Introduce them to additional items and services.
6. Let your prospect know she can respond to your offer by calling a special toll free number --which connects her directly to a salesperson.
7. Have your prospect attend a business briefing, special presentation or demonstration of your products or services. This can be held locally at a hotel , restaurant or sales office. Or online with a webinar, tele-class or tele-seminar. Host a preview in person or on the phone or web. This will qualify your prospects and may eventually do away with the need to cold call.
8. Qualify all sales leads by phone/ Have the sales manager or field representative qualify the sales leads by phone. Have a trained in house qualifier phone the prospect. When qualified, turn the lead over to the sales rep for prompt follow up.
9. Bury your offer in your ad copy, or even eliminate it. Stress the benefits of your product or service. De-emphasize the offer. Make your prospect discover what you are offering after reading all (or most) of your sales letter or special report. Many times your landing page or squeeze page should merely sell the prospect on giving you their email address and contact information in exchange for valuable information. Offer your information / lead generation piece for a price. Your ad copy could read," Send for free information on our (new product or service.) Or, for a closer look, send for our 64 page e-book, "How I became a millionaire overnight with no money and no effort" for only $27.00.
10. Tell the whole story. Instead of using the two step methods above, give your prospect a detailed picture of your product or service in a sales letter. Include qualifying questions throughout your copy and use sub headlines to accent important points to keep them reading. This approach works well when your market is highly technical and detail oriented. (This approach actually goes against the grain of most lead generation strategies, where the idea is to simply generate a response).
How to Generate High Quality Sales Leads Even In This Economy - To learn more about this author, visit Allan Katz's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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