News
 Five
Simple Steps for Generating Sales Leads
A good lead generation program can lower your sales
costs and raise your revenue. Here are five simple,
basic steps from Dean Rieck of Direct Creative that
should help you get those quality leads pouring in.
The basics of making lead generation work for your
company:
1. Offer something free. This is the key to any
successful lead generation program. Whether you use
direct mail, print ads, radio, television, or other
media, you must offer something free to get
prospects to raise their hands and say, “I’m
interested in this.” You can offer just about
anything: free booklet, free gift, free survey, free
sample, free catalog, free inspection, free
consultation, or anything else that’s related to
your product or service.
2. Help your prospect solve a problem. Forget
positioning pieces and other pomp and circumstance.
Give your offer value. For someone having tax
problems, offering a “free tax reduction kit” is
more appealing and relevant than “a free brochure
about the XYZ Accounting Firm.” Try to solve
particular problems.
3. Stay focused on getting the lead. Don’t get
carried away with the creative aspects of designing
a mail piece or ad. Keep your message as simple and
lean as possible. The idea is to pique your
prospect’s interest in the free thing you’re
offering and get a request for it. Don’t talk about
your company, then tack on an offer. Focus the whole
message on the freebie.
4. Gather the information you need to make a sale.
The only reason for offering something free is to
get a name, address, phone number, and other
information to build your database. So make sure
your reply device asks for the necessary data. Be
careful if you ask for an e-mail response, though,
because the prospect may not give you everything you
need. And if you want to direct a prospect to your
Web site, create a special URL that will ask for
contact information first, otherwise your prospect
will wander around your site and leave without
providing the data you want.
5. Follow up fast. Hot leads cool off quickly. When
you get an inquiry, send the freebie immediately.
Then get the lead into the hands of your sales force
pronto.
---Source: Dean Rieck is a leading
direct mail
copywriter. For more copywriting and selling
tips, sign up for Dean’s FREE
direct response newsletter and get a free
report, 99 Easy Ways to Boost Your Direct Mail
Response.
|
|
|
Melissa Data
|
 |
| Enhance your
website, software or database with
easy-to-integrate data quality programming tools
and web services. |
|
|
|
|
 |
|
Save money on postage using leading
mail preparation software and other
direct marketing products. |
|
|
|
|
 |
Update & standardize addresses and
find out more about contacts in your
database.
|
|
|
|
|
 |
Find new customers perfect for your
business with our online and
specialty mailing lists.
|
|
|
|
|
 |
Locate the business information you
need such as ZIP Codes, address
verification, maps.
|
|
|
|
|
Facebook
Twitter
