Finding, educating, and qualifying

Lead generation works for just about every business. Research shows that as an industry becomes more competitive, generating high quality sales leads becomes critical to maintaining sales growth and profitability.

Lead generation (commonly known as lead-gen) is a marketing term that refers to the creation or generation of prospective consumer interest or inquiry into a business' products or services. Often lead generation is associated with marketing activity targeted at generating sales opportunities for a company's sales force. Therefore a lead is correctly described as information regarding or provided by a business that may be interested in making a purchase.

How Does Lead Generation Work?

This is where we tell you how the magic happens.

The nature of lead generation depends entirely on the decision process of the buyer.

For complex products and services requiring a complex decision process, the keys are identifying the most likely prospects and then educating and qualifying them before deploying more expensive sales resources. The education benefits the buyer; qualification benefits the seller. This gradual lead cultivation process can go on for days or even months and involve several individuals involved in evaluating a solution.

For commodity products, the rendezvous dilemma is one where two parties are seeking each other, but are obscured by time, distance, or attention. In essence there is a set of well-matched candidates for product purchase within a larger set of poorly matched candidates. Those well-matched candidates are what one is seeking to attract or identify in effective lead generation.

Although there are several methodologies and implementations, each involves one of two primary rendezvous strategies: Broadcast or Concentration.

1. Broadcast involves communicating to a broad set of candidates with the expectation of a statistical response back to the marketer. Advertising is a classic example of broadcast marketing rendezvous. (also known as the shotgun approach)
   
   
2. Concentration involves identifying and creating situations that concentrate well-matched candidates into a broadcast-effective set. Targeted cold calling and direct mailing are classic examples of concentration-marketing rendezvous strategies.

Types of Lead Generation

Lead generation can take on various marketing methodologies (click on the link to open a detailed description from Wikipedia):

• Telemarketing
• Direct Mail
• Event or Trade Show marketing
• Seminar or Training
• Publicity and Public Relations
• White papers or Product Literature
• Email marketing
• Web marketing (Search Engine Optimization or other Internet Media buying)
• Broadcast Advertising

Total Marketing Packages

We are the Expert Sales Lead generation company that can help take your business to another level. We have a diverse number of marketing possibilities to take full advantage of and because the most effective way to target a market is today is with diversity.

Different people respond in different ways to different types of media. If this wasn't true, there would only be 1 form of advertising. What we have done is to combine a number of very strategic and highly successful marketing methods into their most effective combinations where they can support each other and give greater results.

An example of this is if there are 10 companies and we call each one we may get 1 lead. If we send the same 10 companies a mailer, we may get a second lead and reinforce the branding to the lead we already have. And because we were given direct email addresses of all 10 companies main decision makers, we now have an email blast mailing list that we send current promotions to and eventually we get 2 more leads. So now we have 4 leads out of 10 whereas if we only called them or we only sent out a mailer we would have 1 lead and no email addresses for a continuous news letter.