Sales Force
Cold calling: Reps find their own prospects or cold call from lists you purchase
Telemarketing
Outbound calling: Use a team of telemarketers to call targeted lists and identify leads
Internet
Online advertising: Run ads on targeted websites or email newsletters
Email campaigns: Buy or rent a subscriber list and send a short but compelling email
Organic search: “Optimize” your website so it appears on the search engines when prospects look for info you can provide
Paid search: Buy “paid” or “sponsored” listings on search engines – they appear when users type in the keywords you’ve bid on
Webinar: Create an online seminar and market it as a great source of information for potential prospects
Viral campaigns: Create an email offer or story that’s meant to be forwarded; encourage recipients to click through to your website
Trade shows & events
Trade show exhibits or events ; Display in the convention hall at a trade show; potentially hold an invite-only or open event offsite
Seminars or events you create : Create a live seminar, educational breakfast or luncheon, networking or fun event to educate and identify new prospects
Publicity
Product- or solution-related stories: Create a compelling story about your new product/service rather than sending out a standard press release; pitch to journalists
Distribute press releases (and optimize for the web): Write standard and web-oriented press releases to announce your news; put them on website and distribute;
Speaking engagements; Give speeches or participate in industry-oriented panels during seminars, trade shows, etc.
Use blogs: You can use a company blog to discuss issues in your marketplace
Direct mail
Simple sales letters or postcards: Briefly introduce your solution with a strong call-to-action.
Special mail piece for a particular campaign; Develop a brochure or custom piece and mail to targeted prospects
Traditional media
Print ads: Run ads in targeted journals, newspapers and/or magazines to reach targeted audience
Yellow pages: Run an ad in a yellow pages directory to appear before prospects who are actively looking for you
Radio: Run spots on a talk-radio or business program
Outdoor: Run ads on billboards, buses, or other outdoor signage. Targets by geography and the demographic group that sees that particular location
Lead Generation Ideas & Options - To learn more about this author, visit John Brennan's Website.
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John Brennan
(Visit John's Website)
John 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 office.microsoft.com/e
n-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.
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