One must have a bidirectional lead generation strategy in order to truly create power lead generation. There must be outbound sales efforts to create leads as well as a strategy to produce inbound leads.
Outbound Lead Generation
In order to drive outbound lead generation, there are a few different methods to use. Using the phone to perform cold calling or appointment setting is the most common method. When done the right way, cold calling can be a very effective way to generate leads, even though some may argue that cold calling doesn’t work and is a waste of time.
There are clear things you want to do, and not do, to have a positive impact on results when cold calling. It’s predominately about what you do when you’re on the phone that matters and not just about making 100 dials per day. Things such as preparing for objections, preparing a cold call script, and using tactics to qualify, build rapport, and create interest can have an immediate impact on results.
Email marketing is another powerful method for outbound lead generation. Email marketing is a very inexpensive tool, which is great news to a salesperson. The response rate from email marketing is extremely low, and that is the bad news.
There’s an increasing flow of email marketing messages that are going to your target prospects, which is one of the challenges with email marketing. Because of this, your message may get drowned out by all of the other messages or might simply be filtered by continued improvements in spam filtering technology.
Just because there are challenges with email marketing doesn’t mean you shouldn’t do it. Be strategic with how you develop your messages as well as how you time the delivery and frequency of them.
Inbound Lead Generation
When you are able to put the pieces in place that get prospects contacting you, real power lead generation occurs. Implementing or improving your search engine optimization (SEO) strategy is one of the best ways to trigger this.
The method for modifying and managing your websites to enable search engines to suggest your site in the search results when users search on certain keyword phrases related to your business is SEO. SEO provides global reach and can transform your business, which is the good news. It’s not an overnight fix, which is the bad news.
You can use pay-per-click (PPC) advertising to trigger the same power lead generation result as SEO if you want quicker results or don’t have the time. The process where you put ads out on the internet that drive targeted traffic to your site is PPC. You set the price you want to pay per click and can budget how much you wish to spend overall, which is the great thing about pay-per-click advertising.
SalesScripter provides lead generation services, helping businesses to trigger power lead generation.