If you want to increase your sales quickly and easily, switching to lead generation marketing from direct selling may work wonders for your bottom line. Here\’s how… A lot of businesses make the mistake of going directly for the sale to early in the sales process. The last two words are a great key to successful selling. It is a process.
Depending on the direct selling approach of your company, lead generation marketing can differentiate from one business to another. In fact, many owners get a little nervous about the whole scenario. This is because your initial strategy is to refrain from asking for the sale. Instead you are priming your candidate for a two step process. The first step is obviously generating the lead. What\’s a lead? Well, it\’s the individuals out there that show some sort of interest, without having an uneasy feeling.
When you look at lead generation marketing strategies, the first step is giving away a free report or basically information of value. Whether it\’s a free analysis, service or anything else, it\’s not going to cost them a dime to obtain it. In fact, if you want to get creative you can start your lead generation marketing with an audio cd or dvd; hold a seminar, or several other opportunities. This part is all about getting the contact information from your potential prospect. Then of course for doing so you give them valuable information. Just make sure the product you\’re giving out will have value according to the prospect.
The ones that do are considered to be a good lead. Another one of the lead generation marketing strategies is figuring out how to get their phone number. If you do this then they are definitely a hot lead! Keep in mind though, when you do have them in front of you or on the phone there is another process that takes place. This is the building block to a trusting relationship, and it takes about 3-7 times worth of follow-ups to do it. In all actuality it\’s kind of like dating.
A quick summary here is that lead generation marketing has an initial \”hand up, I\’m interested,\” followed by more contacts with your prospect. Every occasion should provide them with more useful information that helps them make the purchasing decision a positive one for you. It\’s very important to remember that this should not be a direct sales pitch at all.
Eventually you will want to introduce the idea of a sale. Usually after the first couple contacts. It might include a link to a sales letter or if you\’re mailing out information it could include a letter on your part. All you have to learn to do is know what to say, how to say, and when each one is appropriate in the process. The follow-up process is highly recommended if you want to utilize your time effectively.
When working online, the way to do this is through an auto responder service. Your lead generation marketing system will require the need for this, because it\’s the best way to follow up with prospects that download your free information give away. If you need to mail it to them then we recommend asking for the mailing address.
This is what lead generation marketing is all about. You are simply creating a sales funnel that points your prospects into a wide open end. Whatever lead generation marketing strategies you use (auto responder, direct mail, postcards, etc.), they should be designed to introduce the idea of a sale on a gradual level. During this time they should also provide helpful information as to why they should use your product or service. So make sure you show them the benefits!
About Stephen Tickner: Is an expert in generating internet traffic and maximizing conversion using a variety of cutting edge tactics focussing on Lead Generation Marketing Strategies. His company, TRS Technology provides b2b lead generation solutions.
