Lead generation 2010: everybody’s looking for new customers and hot prospects. And sales. Times are tough but hey, they’re out there: people that need your products and services and want to do business with you. They just have to find you, know what you’re selling, and trust you enough to buy from you. Seems simple, but first you have to fix your broken lead generation system.
Broken Lead Generation Tip 1. You’re searching for leads in the wrong places. You’re looking high and low, and these high opportunity folks are left and right. You need to tune-up your lead generation strategy to find prospects and new customers efficiently.
Broken Lead Generation Tip 2. Customers and prospects don’t know you. Although you’ve been in an office right down the street for years, ate lunch at the same restaurant, shopped at the same grocery store — they’ve never heard of you, your business. You’re cold and you need to be warm.
Broken Lead Generation Program Tip 3. They don’t trust you.
Why should they: no one likes to do business with a stranger. Your lead generation program doesn’t establish trust as it develops new customers.
Broken Lead Generation Tip 4. Your marketing is old and ineffective. Remember the direct mail package you sent them about your products? And the 4-color post card. That didn’t work, did it? Say, when was that – a few months ago… a year or two ago? Five years? Yes, direct mail works. But not if you don’t do it right.
Broken Lead Generation Strategy 5. You made them the wrong offer. Whether by direct mail, telephone, newspaper ad or whatever… A poorly strategised lead generation program is like offering candy to a college co-ed — they aren’t taking anything from strangers. You aroused only suspicions, and they called to police. Or, did that only happen to me, er… a friend of mine?
Gone are the good old days:
Lead Generation Tip 6. Remember how you got most of your customers? Yea, well… that doesn’t work anymore, either. Times are tough. To be effective today, lead generation needs to be far more specific, targeted, and maybe even personalized to be most effective.
Direct Marketing Strategy Tip 7. In the good old days you could offer a product that no one else had. If people wanted it, they called you. Now, they can get it anywhere – including the Internet. And they can get it cheaper, too.
Times changed and everyone sells everything. Some industries are harder hit than others: financial lead generation is particularly tough — because now even banks sell financial services. And it’s harder still for insurance lead generation: both banks and financial service people sell insurance. Even if your competitors don’t have what your customers are looking for, they’ll go out and get it for them.
Direct Marketing Strategy 8. Now ask yourself why. Why should new clients do business with you. What makes you so great? Your nice office location, nice office furniture, and that good-looking secretary. I mean what makes you so great in THEIR eyes. Better pricing? Different product mix? Better service? Why should they leave the comfort and security of their current vendor, and move everything to you?
Overcome these 7 lead generation objections and answer question 8 and holy smokes, you’re one giant step closer to getting new customers and keeping older ones.
So, where are you going to generate new leads, prospects, and new customers now? The next two articles in this series “Lead Generation: How To increase response and lower cost per lead by finding the right markets.” shows you exactly how.
Bio, Jeffrey Dobkin Article Source:http://www.articlesbase.com/marketing-tips-articles/lead-generation-7-places-your-strategy-to-generate-leads-is-broken-1746148.html
If you’re struggling with poor response from your direct marketing campaign, you can solve this problem and get guaranteed help; gain an advantage fast – and get amazing results by reading practical how-to marketing tips. Immediately increase your phone calls – and customers – receive articles you can trust by Jeffrey Dobkin. Dobkin has written 4 books on direct marketing that feature his practical marketing tips and successful direct marketing methods, all scribbled in his own brilliant conversational style of writing. He can be reached at 610-642-1000. Read more of his articles at http://www.danielleadams.com
