Lead Generation - Make It Work
Lead Generation - Make It Work
1. Direct Mail. Direct mail generates response rates of 2 to 8 percent (depending on how well targeted it is). With the popularity of email and Web-based marketing, fewer companies are using direct mail for lead generation. A well-written, well-researched and personalized letter has a better chance of being opened and read by the intended recipient.
Here are four keys to a successful direct mail campaign:
Limit the number of letters. Send as many letters as you can follow-up on.
Provide prospects with three ways to respond. Be sure you are easy to reach by including a phone number, email address and a mailing address.
Follow-up. A letter should include the promise of a follow-up call, and a range of dates that you will be in touch.
Proper writing techniques. The length of a letter, its salutation and closing are important aspects of a successful letter.
2. Email. Email can be an effective form of generating leads and penetrating accounts. While a good database provides you with a fast and efficient way to contact multiple people, consider the following:
Limit the number you send. Don't send more emails than you can respond to.
Research addresses. This will take time, but once you learn what a a company's email format is you can send multiple messages to multiple contacts.
Use effective subject lines. Use subject lines that relate to the body of your email and attract interest.
Avoid spam blocking. Limit the number of emails you send to a single company, change the subject lines, and alternate the times you send emails.
Use links. When you send an email, include a hot link to your web site.
3. Events. Events are sometimes considered too costly to pursue as a lead generation activity. However, there are several ways to use events effectively, while keeping costs down:
Leverage marketing departments. If you're planning to launch events, get involved as much as possible.
Plan pre-calls. To ensure event attendance, pre-call the list of people you're inviting to maximize attendance.
Make offers to increase attendance. Include offers such as free training sessions to drive interest.
Vary your events. Not every event needs to be held in a conference center; webcasts, breakfasts and conference calls are other excellent forums.
4. PR activities. Many publications seek articles that share information from an expert resource. With the right angle, you can bring attention to your product or service.
Know the publication. Before contacting an editor, know the publication's target audience, what information the publication is sharing with its readers and article requirements and deadlines.
Define a story angle. Write on a trend or topic that is of interest in your industry and useful to a broad audience.
Find speaking opportunities. Become an expert speaker and presenter.
Lead generation is the lifeblood of a successful career. While a company may provide lists and marketing support, it's up to you to create your own presence. You can never engage in too many lead generation activities, as long as they're well planned and organized.
Lead Generation Make It Work - To learn more about this author, visit Kendra Lee's Website.
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Have you ever found yourself with a less than exemplary lead list, spending your day "dialing for dollars" and nothing to show for your efforts? Your lead list needs help, and here are four ways to beef it up:
1. Direct Mail. Direct mail generates response rates of 2 to 8 percent (depending on how well targeted it is). With the popularity of email and Web-based marketing, fewer companies are using direct mail for lead generation. A well-written, well-researched and personalized letter has a better chance of being opened and read by the intended recipient.
Here are four keys to a successful direct mail campaign:
Limit the number of letters. Send as many letters as you can follow-up on.
Provide prospects with three ways to respond. Be sure you are easy to reach by including a phone number, email address and a mailing address.
Follow-up. A letter should include the promise of a follow-up call, and a range of dates that you will be in touch.
Proper writing techniques. The length of a letter, its salutation and closing are important aspects of a successful letter.
2. Email. Email can be an effective form of generating leads and penetrating accounts. While a good database provides you with a fast and efficient way to contact multiple people, consider the following:
Limit the number you send. Don't send more emails than you can respond to.
Research addresses. This will take time, but once you learn what a a company's email format is you can send multiple messages to multiple contacts.
Use effective subject lines. Use subject lines that relate to the body of your email and attract interest.
Avoid spam blocking. Limit the number of emails you send to a single company, change the subject lines, and alternate the times you send emails.
Use links. When you send an email, include a hot link to your web site.
3. Events. Events are sometimes considered too costly to pursue as a lead generation activity. However, there are several ways to use events effectively, while keeping costs down:
Leverage marketing departments. If you're planning to launch events, get involved as much as possible.
Plan pre-calls. To ensure event attendance, pre-call the list of people you're inviting to maximize attendance.
Make offers to increase attendance. Include offers such as free training sessions to drive interest.
Vary your events. Not every event needs to be held in a conference center; webcasts, breakfasts and conference calls are other excellent forums.
4. PR activities. Many publications seek articles that share information from an expert resource. With the right angle, you can bring attention to your product or service.
Know the publication. Before contacting an editor, know the publication's target audience, what information the publication is sharing with its readers and article requirements and deadlines.
Define a story angle. Write on a trend or topic that is of interest in your industry and useful to a broad audience.
Find speaking opportunities. Become an expert speaker and presenter.
Lead generation is the lifeblood of a successful career. While a company may provide lists and marketing support, it's up to you to create your own presence. You can never engage in too many lead generation activities, as long as they're well planned and organized.
Lead Generation Make It Work - To learn more about this author, visit Kendra Lee's Website.
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle'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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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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