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8 Tactics to Maximize Lead Generation
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8 Tactics to Maximize Lead Generation

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Ask eight successful sales professionals how each generates leads, and you’re likely to get eight different answers. Market conditions, geography, and individual skill sets all play a role in ...

Ask eight successful sales professionals how each generates leads, and you’re likely to get eight different answers. Market conditions, geography, and individual skill sets all play a role in determining which lead generation method is best. But regardless of where you’re located or your experience level, you can use the following methods to help increase your sales!

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    8 Tactics to Maximize Lead Generation 8 Tactics to Maximize Lead Generation Presentation Transcript

    • AAyuja © 2013 Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. 8 Tactics to Maximize Lead Generation Visit us at www.aayuja.comVisit us at www.aayuja.com Meet Goals, Beat Competition, Exceed Expectations *Via BusinessBee*Via BusinessBee
    • AAyuja Internal and Confidential © 2012 Client Referrals Unfortunately, clients rarely provide referrals without being asked to do so, but you increase your odds if you have a referral reward system in place. Tom Hopkins, author of “Sales Prospecting for Dummies,” reports that no lead source converts to sales at a higher rate than referrals, so make referrals part of your day-to-day prospecting activity. 1
    • Centers of Influence Centers of influence are additional professionals in your industry who may work with your same prospective clients, but do so in a different fashion. For example, a financial services professional may refer clients to an estate planning attorney, and vice versa. By using each other as resources in this different type of referral system, you both open up the door for more clients. As with any referral, centers of influence need to be cultivated and continuously managed. 2
    • Webinars Invites are sent electronically and are relatively inexpensive, especially if you have access to an existing database of ex-clients or past prospects. The webinar presentation and topic should be informative about your industry, as opposed to an hour-long sales pitch. Webinars are good lead sources precisely because they’re so cost effective and easy for your prospects to participate. However, the opposite is also true; 3 if the webinar doesn’t offer information of value to the attendees, it’s easy for your prospects to leave.
    • Telemarketing Person or Firm Using an internal or external telemarketing service allows salespeople to focus on selling. The individual or firm should have experience prospecting in your industry. The telemarketer’s familiarity with the nuances of your business will maximize the number of leads secured, reducing the cost per prospect attained, which is a good measure of success. 4 Most sales professionals will agree the most profitable use of their time is spent meeting/talking with prospective clients.
    • TV/Radio In addition to generating high-quality leads, a properly managed TV or radio ad campaign raises prospective client’s idea of your brands value. With the recognition and the positive perception of your product or service, radio or TV ads can boost conversion rates, especially when used in combination with other lead methods. 5
    •  Direct Mail Although this is more expensive than an email campaign, direct mail generates high quality leads. When a prospect responds to a direct mail piece, they are expressing a genuine need for your product or service The direct mail piece is a great icebreaker to introduce the product or service you’re representing and serves the dual purpose of generating quality leads. You can even improve results when following up with those who didn’t respond. 6 Follow-up calls, whether the prospect has responded to the direct mail piece or not, are more productive, too, because there is at least an indirect connection with the prospect
    • Trade Shows Trade shows will draw in people who may not have been exposed to your brand otherwise. You will likely draw in a large number of leads, but the conversion rate not be ideal here. To help draw in even more people during the show, have a simple contest to actively engage people. This can also be a beneficial event because prospects had the opportunity to meet you face-to-face, follow-up calls are more productive than cold calls. 7
    •  Cold Calling One of the least favorite methods of most sales professionals is also the most underappreciated. Though conversion rates won’t match other lead generation alternatives, young salespeople in particular will learn invaluable skills cold calling. Successful cold calling requires outstanding preparation, the ability to quickly establish rapport, seamlessly imparting information critical to the prospect and, most importantly, closing the sale. 8
    • http://www.aayuja.com/resources/blogs/ We act as growth partner to fast growing technology companies. Our array of inside sales and marketing services help them augment their businesses in the most profitable manner. For Technology Sales And Marketing Resources Visit Our Blog For free eBooks and more visit http://www.aayuja.com/resources/resourceslibrary/