The Different Lead Generation Techniques

Business revenues are down; competitors are more aggressive than ever

. Through trying times you must continue to choose, reach, influence and maintain strong lead generation to produce tons of qualified business sales leads.

Most of the fastest growing B2B companies rely greatly on several sales lead generation methods. They have created a complete arsenal of sales lead generation tools like cold calling, direct mail/sales letters, white papers, tradeshows, complementary partners' referral, and internet advertising to reach their sales prospects at any given time.

Cold Calling

As much as nearly everyone dislikes this one, cold calling is still the most cost- effective tool in generating leads if done correctly. Making it as a business peer, not a vendor can provide value to your business. The only bad part of it is that business people today are busy and rarely enjoy an unsolicited call. This negative perception has been further amplified by careless and selfish telemarketers annoying people with calls at inappropriate times. But it can still be effective when executed properly.

Direct Mail/Sales Letters

Direct mail and sales letters are a great effective way to generate a controlled quantity of highly qualified leads quickly and at low cost. The beauty of these letters is that there is no restriction on length that is why you can tell a compelling story and provide value to customers using three to five page letters. This is frequently used to invite existing customers and top prospects to events, to send product literature, and to announce compelling sales. Having it personalized and hand-signed can quickly introduce value proposition to prospects to purchase your product/service.

White papers

It has long been understood that these papers are excellent lead generation tools for prospects that are in the research stage. IT professionals stated that white papers were the most significant online information source to aid in purchasing decisions.

Trade shows

Any trade show, whether it's physical or virtual, attracts a crowd to your space (booth). The fact that most internationally competing large or small companies in their industry see the absolute necessity for attending their industries regional if not international conference & trade shows, your company or organization can really have the chance to best market product/service and reach potential clients and partners internationally.

Complementary Partners Referral

Joining forces with complementary partners doubles or even triples your pool of sales lead generation prospects and make it easier for companies to engage in doing business with you through implied trust, broader project engagement and so on. Complementary partner referral programs can generate more of the highest qualified b2b leads than the other sales lead generation programs available today. While these partners may not necessarily be promoting complementary products they are highly likely to have access to a broad range of highly relevant decision makers and are a highly trusted source.

Internet Advertising

This method is very appropriate for small businesses and some independent professionals. A well-designed website can generate sales leads through "ads" that the search engines create from your web pages. Knowing what keywords your prospects are likely to use in search for your product and service will help you breed very targeted and qualified leads.

Outsourcing the aforementioned tools makes a very good business sense. With advanced dialing systems, it is more cost effective to outsource than to create you own in-house staff to do them. Outsourcing companies will offer you every form of communication available to make your lead generation project run smoothly. These firms guarantee the highest standard of service and will help you attain maximum levels of customer acquisition.

by: Oliver Scott

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