Strategies to help identify targeted lead channels and foster new business via these channels. Key Messages: - Know Your Target Audience - Create Relationships & Build Trust - Go To Where Your Audience Already Is - Assign Goals, Measure, & Test

1. Building Lead Generation Channels Professional Networkingat Bethany Lutheran Church www.bethany-denver2.org/1g-network

2. Key Messages Know Your Target Audience Create Relationships & Build Trust Go To Where Your Audience Already Is Assign Goals, Measure, & Test

3. Gather Intelligence Define your current customer base and model your target audience from your existing customer profile. What type of person/company buys your products? What customer segments are your most-frequent & most profitable? Assess target audience demographics & psychographics Age, Education Level, Home Value, Family Position, Gender, Interests What challenges/opportunities do they have? Ask your sales force for input! How does you audience consume their information?

4. Crafting Your Message Evaluate how your existing customers came to be your customers Develop your elevator pitch using the key benefits of your product/service Personalize your message to your various customer segments and their sales cycle stage Your objective... Create Relationships and Build Trust Problem to Solution story-telling Share valuable information Include an offer and a clear/direct call to action!

6. Outdoor Advertising (i.e.; Billboards, Bus Boards)

7. Direct Mail

8. Public Relations (News & Interest Publications)

9. Telemarketing – Outbound call campaign

11. Public Relations (News & Interest Websites)

12. Links on Partner Websites

13. Email Marketing – eNewsletters / eBlasts

16. Professional and Social Networks

17. Webcasts

20. Participate! Provide & Gain Information

21. Qualify leads by asking questions

25. Assign Goals, Measure, & Test 4. 3. 2. 1.

26. Assigning Resources Follow up with every qualified lead Active participation within each lead generation channel Assign budgets/personnel If resources are limited, prioritize channels and focus on the best performing channels Don’t get spread so thin that you’re not able to actively participate within each channel

27. Thank you!I hope you learned something new that you can test the second half of this year. David Roth720-226-6944droth61@hotmail.com Stay tuned for future networking event topics! Professional Networkingat Bethany Lutheran Church www.bethany-denver2.org/1g-network