subject: How To Trigger Power Lead Generation [print this page] To truly create power lead generation, one must have a bidirectional lead generation strategy. In other words, there must be both outbound sales efforts to create leads and also a strategy to produce inbound leads.
Outbound Lead Generation
There are a few different methods to use to drive outbound lead generation. The most common method would be using the phone to perform cold calling or appointment setting. While many people would argue that cold calling does not work and is a waste of time, the reality is that, when done correctly, cold calling can be a very effective way to generate leads.
The key with cold calling is that there are clear things that you want to do, and not do, to have a positive impact on results. It is not just about making 100 dials per day as it is mores so about what you do when you are on the phone that matters. Little things like preparing some sort of cold call script, preparing for objections, and using tactics to qualify, build rapport, and create interest can have an immediate impact on results.
Another very powerful method for outbound lead generation is email marketing. The good news about email marketing is that it is a very low cost power lead generation tool. The bad news is that the response rate from email marketing is extremely low.
One of the challenges with email marketing is that there is an increasing flow of email marketing messages that are going to your target prospects. As a result, it can be realistic for your message to get drowned out by all of the other messages or maybe simply filtered by continued improvements in spam filtering technology.
While there are challenges with email marketing, that does not mean that you should not do it. You should just be strategic when it comes to how you develop your messages and how you time the delivery and frequency of them.
Inbound Lead Generation
Real power lead generation takes place when you are able to put the pieces in place that gets prospects contacting you. One of the best ways to trigger this is to implement or improve your search engine optimization (SEO) strategy.
SEO is the method for modifying and managing your websites so that search engines suggest your site in the search results when users search on certain keyword phrases that are related to your business. The good news about SEO is that it provides global reach and can transform your business. The bad news is that it is not an overnight fix.
If you do not have the time or want a quicker result, you can use pay-per-click (PPC) advertising to trigger the same power lead generation result as SEO. PPC is a process where you can put ads out on the internet that drive targeted traffic to your site. The great thing about pay-per-click advertising is that you get to set the price that you want to pay per click and can budget how much you want to spend overall.
