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Lead generation – quality- it’s not the size of the list that counts, but is the income generated!

A list of leads can be a very valuable asset.  Worldwide marketing can mean a large list of respect, credibility, safety in use, power, fame and fortune.  But let us be realistic, how to measure the quality of a list is not by its size, but more importantly, by the revenue it generates.

Sales lead generation in today’s business environment is a complex task.  There are dozens of options to choose from, from the snail to social media mail.  It is important to note that some methods work better than others for the type of prospects you are trying to attract.  For example, the main objective as in pay-per-click and B2B lead generation efforts is to opt in to your list.  Although you can have some control defining keywords and geography, mostly you want to get traffic that is signing in your list, especially if that lead fits your profile.  Elsewhere, a white paper you can attract a more selective contact and add credibility at the same time.

Indications of how to develop a list that converts sales revenue producing customers

Requirements of lead generation

The first task is to develop the overall Lead Generation requirements that are suitable for your business.  This is much more than a technique.  This exercise process will require detailed answers to the following questions:

What are the specific objectives of the lead generation program?
How many potential customers do you need to fill the pipeline?
What budget is available? What budget do you need?
What  organization do we want to target?
What geography location do we want to target?
How hard will it  be to find our goal lead profile?
How to capture the attention of your target audience?
How do we  increase our opt-in?

Lead generation implementation strategy

With answers to the questions above, it is time to design your deployment lead-generation strategy by choosing marketing programs specific to help meet their objectives.  Marketing is much easier if you had unlimited resources.  But if your company is like most, this simply isn’t the case, especially in the business environment.  Your deployment strategy should be designed to maximize the results of the minimum investment.

We do need to focus all our energy in one of the lead generation methods.  This can limit the overall effectiveness of your program of marketing. A multifaceted approach tends to produce more buzz in the market and can therefore improve the overall results.

There are dozens of ways to generate sales leads.  The table below has a list of 16 of the most effective means of marketing that you can use to mount your deployment strategy.  It also includes the experience of the authors in the best application of each, as well as its efficiency in a B2B environment.

Lead Generation, better implementation of the environment and the effectiveness of B2B medium

Letters are best when used with other media; Postcards work B2B produces average efficiency.

Email is an alternative to direct  mail and it is effective of B2B media.

Newsletter is not a good lead generator; B2B low efficiency.

SEO, keyword, meta, pay per click tags can work well, but can be costly; average effectiveness of B2B.

 A free report is a good opt-in bonus and will generate interest; B2B high efficiency.

Press releases are a relatively inexpensive way to capture traffic and create Buzz; B2B high efficiency.

Trade magazine ads are a good way to attract a  targeted market; market B2B high efficiency.

White paper and the White Book of hosting are very good to attract specific; interest B2B high efficiency.

Case studies are very good to add credibility; B2B high efficiency.

The articles are very good to attract a specific market; interest B2B average efficiency.

Telemarketing can work to compliment other means; B2B low efficiency.

Social media is good for creating buzz; effectiveness of B2B media.

Remember that the lead generation process is not complete until the lead opts into your list.  Capturing  his attention is only half of the attractive battle.  Offers and bonus landing page long enough to complete the task.  Jon Marketo Miller reports “as high as 200% improvements in conversion rates” through landing page optimization.

In a B2B market and specifically those environments with complex sales cycles, experience shows that it may take 7 touches or more to feed the average lead to a solid sale.  Although Lead promotion and development of leads are outside the scope of this article, the effectiveness of your deployment of lead generation strategy will help shorten the development cycle of subsequent leads.


Many marketers can boast of its list size and how to measure the quality of a list is not by its size. The first to start improving the potential revenue from the list is to develop a lead generation system.  A continuation plan, designing a strategy that is proved to attract high quality leads to your business. If you desire more info on how to create your Lead Generation Platform you can visit this link. Thanks For Your comments and don’t forget to share the Love.

{ 3 comments… add one }
  • Dolly October 13, 2010, 1:40 pm

    Greatings, Super post, tienen que marcarlo en Digg


  • admin October 21, 2010, 10:19 pm

    It is Super because people like you come here and read it and leave comments. Thanks come again and leave comments… Please !

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