Half your job is complete if you’re good at generating leads. As you know, without leads you have no business. That is the reality and the importance of lead generation, the domain of the low cost lead being the gold ring.
The growth of a business depends on the generation of leads, which requires specific efforts that are made continuously to generate not just any lead, but quality leads.
Generation of leads through the target market
When your focus is on generating quality leads, the real purpose is to create curiosity and interest among those who constitute your target market so that they make an inquiry for additional information. Here are some tips to keep in mind:
Target the right people to generate quality leads
You must be sure that you are addressing your target market and not wasting resources (money) or buying millions of useless contacts (and then wasting time deleting them). Also, those of you marketing on Web 2.0 social sites, even if they are free, are wasting your time if you don’t focus on a target group. So start by defining who your target audience is.
First list your general “attributes,” such as educators, professionals, college students, baby boomers, etc. …. you get the idea.
Second, be more specific when defining “segments” of your market, such as geographic locations, income levels, age groups, your current hobbies and/or professions. This list can be as detailed as you like.
Now determine how to FIND your target audience. Think about where those identified on your previous lists “hang out.” Write down those websites, blogs, MySpace “groups”, what magazines and newsletters do they read? Think direct mailing lists and tailor mailings to your identified group. Once your target group is determined, you will be able to “talk to your audience”.
Communicate correctly to generate quality leads
Properly communicating the value of your product or service to prospects will help generate quality leads. If your prospect can’t understand what he’s trying to say, he may not be “talking to the right audience” and his efforts will go unnoticed. In that case, reassess how and what you are communicating.
keep the momentum
Once your “pipeline” of leads is full, keep testing and tracking to determine what works best for you, then do MORE! Don’t get complacent and remember to maintain the line of communication to build strong and ongoing relationships. There is an old saying that “the fortune is in the follow up”, and it is very true.