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Lead Generation Explained: What it is and How it Can Benefit You

Jun 25, 2008
This is a no-brainer, but as we all know success in business generally consists of an increasing volume of sales being made to an ever growing clientele. To keep this customer base growing you're going to need a steady supply of leads. Lead generation refers to this process there are many different ways to do this, each has its pluses and minuses.

There are companies who are in the business of lead generation and some companies prefer to outsource this task to them. These services are customized for the business paying for them and do tend to yield very high quality leads; these are a good ROI, but are usually expensive. For the most part, these services are used by companies who have a lot of resources to put into marketing.

Buying lists of leads is less expensive. These names can be used in marketing efforts including Direct mail, telemarketing and email campaigns, but these lists have limited effectiveness being that they are not necessarily targeted and tend to become outdated very fast.

The web, however gives marketers a very quick, easy and cost effective method of lead generation. By means of a website, a business can get its own leads by using opt-in email lists for newsletters and other publications, contests, freebies and other means. Having an opt-in list can build you a list very quickly new products and services can then be marketed to these leads.

Having a system in place to capture leads on your site will give you valuable information about everyone who opts in. This information can be used to fine tune both marketing efforts and product development.

A technique you can use to get new leads if you sell products to a local client base is to hold product parties. Current customers can be persuaded to host these gatherings in return for incentives based on sales. Names and contact information can be gathered from guests, thus accruing more leads.

Many marketers use an even simpler strategy: asking their current customers for referrals. A referral from a trusted source builds an extra measure of trust in prospective clients.

A qualified lead is one which meets your criteria. For example, if you are in the sunscreen business, you will find better leads in Los Angeles than in Portland. It's good to have a large number leads, but qualified leads are the ones you really want. These are the leads which will get you sales.

You need to know your market. By knowing your market inside and out, you can make the most of your marketing efforts and maximize the number of sales you get for the amount of time and effort that goes into your campaign. If you can appeal to prospective customers in a way that captures and retains their attention, you will be well on your way to building an ever-growing customer base.
About the Author
Robert Paul Williams is the Editor of Work At Home Business Website. Stay Informed with the Latest Home Business News, Success Tips & Strategies.
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