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Posts Tagged ‘Lead Generation’

6 Tips to Generate Lead via Online Survey

May 25th, 2009 by XDXY eMarketing

Everybody knows that leverage internet is the most efficient way to do Marketing. And the most important thing of doing online marketing for company is generate more Leads.

Here are 6 tips of how to use online survey to generate more leads:

1. Questions. Define the criteria of being a lead for your company. Interest? Time frame? (Budget?). You need to build the online survey questions base on the result you want to get from potential customer.

2. Build  Online Survey. Since you have fully prepared the questions you want to ask. Put them together and build a survey with your company’s logo and masthead banner. and please DO include the lead related questions in your Survey.

3. Thank you page. You need to prepare Thank you page not only to thank the people who take the online survey but lead them to the link you want them to after they click the submit button.

4. Post your online survey. Post your survey to the place who people may highly interest. e.g. Linkedin Group, Facebook, or even blast a batch of email to reach the potential customer. The more related people or people who have the same interest the more leads may be generated by this survey.

5. Offer. Not everyone has an interest in taking themselves out of their comfort zone, especially you ask detail questions in survey. If you still want to get response from them, GIVE THEM A REASON! Offer is always needed. from white paper download to gift with company’s logo depends the target audience.

6. Follow up. After your online survey campaign finished, please do review the responses and do the follow up action not only for positive lead response, but for all people who responded. you can call them to make a official thanks or confirm the contact information to deliver gift, some leads hiding in there, believe me.

Good luck to generate more leads via online survey

Lead Gen, Online Marketing ,

5 factors to fail Lead Generation

March 12th, 2009 by XDXY eMarketing

I was posted blog of ‘Top 5 Reasons Why Lead Generation Programs Fail‘ days ago, and got informative replies and comments by some Marketing Pro on what’s the top 5 factors to fail Lead Generation , very worth to share

1. Talent shorfalls (Dont know how, wrong skill sets, etc.)
2. Lack of vision (executive sponsorship and preferred future)
3. Lack of definition of success (sales-marketing alignment and pipeline responsibilities)
4. Process design (designed to do what its doing today, not what you want it to do tomorrow)
5. Strategic myopia (lack of bigger marketing and sales picture and demand generation vs. lead generation)
- Peter Tennis

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1) Weak strategies, no best practices (how often, how long and what if scenario’s, email and voicemail) and inefficient prospecting system (spreadsheet, crm etc.).
2) A messenger that is does not know how to and does not see the benefit or believes it can be done successfully.
3) A message that is difficult to deliver, make sense of and to act upon.
4) The wrong audience for the message – The informant (knowledge), the influencer (gatekeeper) and the decision maker
5) Unclear objectives and no plan on how they will be achieved.
- John Chepyha

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1) The leads are sent to the field improperly qualified. A couple leads that you have graded “Hot” which are not can quickly jade a sales person and give him/her an excuse to not call on any more from your campaign.
2) The leads are sent to the field late – after the prospect has forgotten about the interaction they had with your company.
3) The sales person does not know what to do with the lead, or how to conduct the next conversation.
4) the sales person has no context of the lead history. How did and why did this prospect interact with your organization?
5) The lead is sent to the wrong sales person or channel to begin with and they do not forward the lead in a timely manner.
6) Sales tools are not easily available to help move the lead to the next step in the buying cycle. This is particularly important with third party selling channels since they have too much on their plate to know where your tools are since they are dealing with many different manufacturers products.
- Greg Wilkinson

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1. Most companies are not willing to invest the time, money or resources needed in the short-term to develop a long-term lead generation and nurturing program that may take anywhere between 6 to 18 months to begin paying off.
2. The wrong prospects are targeted and as Neeraj said, the list is not properly built.
3. Lead generation is done as cold calling and not as part of a bigger program or campaign that speaks to the needs/pain of the prospect vs. the “how great our company is and this is why you should buy from us” message.
4. The right quality of person is not hired to do lead generation. A good lead generation program uses skilled sales professionals vs. recent college graduates with no business experience.
5. A continuation of point #4, lead generation is seen as a high-pressure, entry or low level job with no room for advancement. Thus, the high burnout and turnover rate.
- Carla Joye

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Bad database – majority of companies have database integrity issues
Lack of follow up – by sales and marketing
Poor program management – what are you trying to accomplish??
No nurturing  – hit and run marketing
Lack of a definition of a “lead”: hate to say it – basic blocking and tackling

- James Waters

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1. List building is not done properly.
2. Lead generation is still not taken as a serious profession, so generally people take it as a time pass.
3. Top three mistakes, which managers make as per a survey, are: -
a. Providing product training not sales training.
b. Not providing a documented process supported by compelling sales tools.
c. Not providing coaching
4. High attrition rate, reps stay for an average 2.2 yrs as per a survey.
Top three reasons they leave are A. Money B. Lack of career path (most imp) C. No challenge, No mentor & not learning anything.
“Lead generation is taken as a fashion not a way of life”
5.Finally companies should understand Lead generation got nothing to do with closing, they should be paid, appraised, recognized according to the quality of leads they give.
79% of all the companies compensate their reps based on revenue.
Experts recommend that no more than 20% of the compensation be tied to revenue.
Its like pay them for what they control.
1. Doing a great job of targeting the right prospect.
2. Getting the prospect on a conference call or Demo (its not a joke)
3.Asking great questions
- Neeraj Taneja

Lead Gen

Top 5 Reasons Why Lead Generation Programs Fail

March 3rd, 2009 by XDXY eMarketing

There are basic component parts to a lead generation program, and one or all of these items can cause your program to fail. To get a lead generation program working effectively all of these components must work together seamlessly. So how do you know when your lead generation program is broken? If you are not producing leads at all this is pretty hard to miss but if it’s not completely broken; things can get a little trickier. If your program needs just repairs then you may be producing leads, but of suspect quality. Or you might be generating quality leads, but just at a trickle.

Let’s look at the top 5 reasons why lead generation programs fail and how to fix them:

1) The lead generator, you (or perhaps me) the person actively working to generate sales leads is, not surprisingly, a major factor in your generation efforts. Your style, professionalism, attitude, procedures and even the tone of your voice can all affect lead generation. If you think you have a “people problem” that is crashing your program its time to listen in to conversations and or obtain an objective second opinion to make sure your program has the professional sound necessary. Make sure your lead generator doesn’t sound robotic, staged,overly enthusiastic, dull and or sleepy. You are looking for a natural sound that comes off like real one on one communication.

2) The contact list is another factor. In essence, your contact list is going to be filled with people who use the sort of products or services you are selling, so it is, in essence, all about not selling ice cubes to Eskimos. If your message is hitting the wrong crowd then you’re wasting your breath. The contact list can be complex. You may have the type of companies correct but they may be too big or small. You may have the right size companies but the SIC codes you chose are not performing well. Time to reboot.

3) The program script is your conversation with the sales prospect. It involves the content, marketing, lead qualification and your ability to pull all of these things together in a logical, short and very concise presentation. If you’re a great lead generator and your contact list is spot on, then chances are good that your words are missing the mark. It could be your delivery, the order of your presentation of key points…or maybe the words themselves just aren’t right. There is a loose connection somewhere, and your message just isn’t getting through.

4) No contact with decision maker – do you have the name of your decision maker? This is a vital piece of information that can transform your program almost instantly, and all it takes is a little research on the front end. Dialing without a name will produce low contact rates; when you ask “who buys [insert your product here]?” you are telegraphing the gatekeeper that you are a sales person and you do not have a existing relationship with the decision maker. The gatekeeper, who is paid to be protective of his or her employer’s valuable time, is likely to shut you down right there.

5) Early termination of your phone call or getting shut down at the beginning of the script. This is the most common reason why lead generation programs crash. This is most likely to occur when you sound like you are staged, forced or reading a script. Take the time to learn your script and practice reciting it until it sounds natural and flows easily. This can also happen because your introduction (where you state who you are, what you do and why you are calling) is way too long. Early termination happens early because you have approx 12 sec in the beginning of your call where the decision maker is deciding whether he or she is going to stay on the line. Think of your introduction as the headline of a news article or ad; you have about one breath’s worth of speech to engage your audience, or you’ve lost them.

In any of these scenarios, the problem could be with any (or even all) of the components we have identified. The trick is identifying the weak link (or links) in your program. Once you can do that, fixing the problem usually requires some trial and error. Replace or repair one part in question at a time and then do some experimentation.

By Al Davidson

Lead Gen ,