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Lead Generation Ideas & Options

Written by: John Brennan

Article Overview: Not sure what media to use to promote your business? Email campaigns, search engine optimization, or tried and true postcards? Its important to get it right because you have a limited number of dollars to invest in promotion. Here are the media that are most appropriate for lead generation campaigns – check those that you believe are appropriate for you, and test them out. Don’t forget to track and measure your results.

Lead Generation Ideas & Options

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

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Article Tags: generation campaigns, lead generation, search engine optimization



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