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Introducing ADSPORT, the lead generation phenomenon that really delivers
| Guest post by: Peter Lawless |
Article Overview: If you're in business or sales, you need leads. Leads turn into sales and that means staying alive. How much time and money have you spent in the past, without really knowing what return you got? Worse still, can you remember campaigns that you ran, that delivered NO results? There is an old saying “Together we stand, divided we fall”. Lead generation is no different!
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Introducing ADSPORT, the lead generation phenomenon that really delivers
How Often Do You Find Yourself Saying: "I Wish I Knew How to Generate Qualified Sales Leads"? Is this further compounded by a lack of knowledge, time and budget? This article briefly describes ADSPORT, the lead generation program, which uses 7 key lead generation strategies, all at the same time. Not only is it highly effective, but even people without marketing experience can use it to design their own lead generation program, using budgets they can afford.
Before I tell you anything, I want you to answer the following 5 questions;
How many leads do you get today?
What is your conversion rate?
What is your best lead generation technique to date, what is the cost per lead?
What is the lifetime value of a customer?
What is your average margin per sale?
Now hold that thought – If you have a marketing department – use those figures! If you don't then reflect on them, because using ADSPORT, you should never have to cold call again – and your sales will increase dramatically.
The seven key strategies for qualified lead generation are:
* Advertising
* Direct Mail
* Speaking
* Publishing
* Online
* Referral
* Telephone
If you have a marketing department; they can not do all of these, you need to be involved. Remember, you are the expert that your customers trust – you need to make sure that your prospects trust you as well.
In a short article, I can not go into detail on each strategy, just let me give you some examples. Just remember the power of each strategy is increased exponentially, when used in conjunction with the other 6.
1. Advertising: Business cards, Classified, Radio, Flyers, Luas Tickets, Google.
2. Direct Mail: Sales Letter, Fax Reply, Post Card, Email.
3. Speaking: Seminar, Special Interest Group, Radio Interview, Audio Book.
4. Publishing: White Paper, Book, Online Article, Press Interview.
5. Online: Website, Affiliate, Directory, SEO, Ezine, User Forums, Blogs.
6. Referral: Existing Customers, Partners, Networking Groups, Lost Sales.
7. Telephone: Telemarketing, In-Bound Leads. Just Don’t “Cold Call” yourself!
Indeed fact my research has uncovered in excess of 200 methods, like the examples below. Which ever methods you use remember this; Test, Adjust and Measure (TAM) everything you do.
3R runs specialized workshops to assist in setting up these strategies and implementing ADSPORT. We also work with you to ensure that these leads then get converted into sales through our interim sales management programs.
It is also worth noting that as you begin to apply these techniques, your sales will increase and it is important that you increase your budget accordingly. Too many people, who start to see success, feel they have enough leads and stop generating more. Remember, it is much easier to bounce a basketball that is already in the air!
The key to ensuring that you have a flow of successful leads is to have at least 7 campaigns running at any one time; one from each of the categories.
If you have a marketing department; they can not do all of these, you need to be involved. Remember, you are the expert that your customers trust – you need to make sure that your prospects trust you as well.
In a short article, I can not go into detail on each strategy, just let me give you some examples. Just remember the power of each strategy is increased exponentially, when used in conjunction with the other 6.
1. Advertising: Business cards, Classified, Radio, Flyers, Luas Tickets, Google.
2. Direct Mail: Sales Letter, Fax Reply, Post Card, Email.
3. Speaking: Seminar, Special Interest Group, Radio Interview, Audio Book.
4. Publishing: White Paper, Book, Online Article, Press Interview.
5. Online: Website, Affiliate, Directory, SEO, Ezine, User Forums, Blogs.
6. Referral: Existing Customers, Partners, Networking Groups, Lost Sales.
7. Telephone: Telemarketing, In-Bound Leads. Just Don’t “Cold Call” yourself!
Indeed fact my research has uncovered in excess of 200 methods, like the examples below. Which ever methods you use remember this; Test, Adjust and Measure (TAM) everything you do.
3R runs specialized workshops to assist in setting up these strategies and implementing ADSPORT. We also work with you to ensure that these leads then get converted into sales through our interim sales management programs.
It is also worth noting that as you begin to apply these techniques, your sales will increase and it is important that you increase your budget accordingly. Too many people, who start to see success, feel they have enough leads and stop generating more. Remember, it is much easier to bounce a basketball that is already in the air!
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About the Author: Peter Lawless RSS for Peter's articles - Visit Peter's website Click here to visit Peter's website   How to use power questions that create an irresistible urge to buy with your prospects Six Golden Questions winning sales people always ask How to successfully launch a new product or service Do you obey the 5 commandments of customer communication CRM Why ask the Customers Opinion |
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Re: Kevin's Case Study #6 - Marketing an information resource?
- Hey Sebastian,
Congrats are starting to think beyond whats currently being done. My question is why do you want to get away from lead generation if that is where you make your money. What if you just because THE SOURCE for lead generation and high value content/information? Then you'd get more business because franchisors would HAVE to be listed with you....
J
Re: Kevin's Case Study #6 - Marketing an information resource?
- [quote="Evan":3ndb7usp]Hi Sebastien,
I'm wondering about two things:
1) What is your current revenue model?
2) Why would franchise owners choose to sign up with you over the lead generation companies? Is there some kind of quality control certification that you could award them to say that they are a World Franchising certified franchise? I'm not clear on what benefits a company seeking to franchise would really get from your site beyond the lead generation component.[/quote:3ndb7usp]
Hello Evan,
1. We currently make money from what you may call lead generation. Franchisors pay us a fee to be on our websites and in our top seller franchise guides. We also generate money from other avenue; mostly by selling hard-to-get information about franchising (UFOCs, etc...)
2. That's exactly what I'm trying to answer.... I want to get away from the lead generation perception. I want to be seen as a good information resource, which we are. I have started to take the association angle and I am now looking to provide great benefits to our Members (used to be called clients). I think I'm on the right way. I made a lot of progress the last couple days.
Re: Kevin's Case Study #6 - Marketing an information resource?
- Hi Sebastien,
I'm wondering about two things:
1) What is your current revenue model?
2) Why would franchise owners choose to sign up with you over the lead generation companies? Is there some kind of quality control certification that you could award them to say that they are a World Franchising certified franchise? I'm not clear on what benefits a company seeking to franchise would really get from your site beyond the lead generation component.
Onel Consults Nigeria; Ideas | Strategies |Innovation
- Hi, Introducing OKwonna Nelson. I'm glad to join this forum. it promises to be quite insightful.
Re: Anyone good with CPA affiliate here?
- How would you advise promoting a CPA affiliate program? I mean, if you place it on your front page it will be in competition with your own lead generation form, if you have one (as you should). Perhaps it would be a better idea to capture leads for yourself first and then offer CPA links via your newsletter or membership site? Any thoughts on that?
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