Keeping the pipeline full and opportunities moving through it has gotten increasily difficult for almost everybody. I talk wtih sales people and leaders all the time in industries as diverse as technology, marketing, professional services, advertising, financial, healthcare and more. They're all pretty much saying the same thing. Chances are, these are the same things being said within your organization.
We may not be able to unilaterally market our hemisphere out of a lingering recession, but we can put some programs in place to begin developing and nurturing leads--today. Let's explore two more of the five fastest wasy to generate leads. Read about the first two of the fastest ways to generate leads here.
3. Speaking Gigs. Secure speaking engagements for your executives, technical people and other relevant and qualified experts. Large conferences and tradeshows will begin accepting abstracts for presenters at least nine months in advance. Not exactly a quick way to generate leads. But the sooner you start looking for these opportunities, the sooner you will have executives lined up. And stay plugged into good events so your executives can be reached out to for regional events that don't take as long to plan. Remember, some people come to tradeshows to evaluate and buy.
In addition to major conferences, contact chambers of commerce, relevant associations and other business organizations to see about being added to their calendar for a more imminent event. There are a multitude of such organizations in most metropolitan areas in the United States. If the audience is a fit and includes some well qualified potentials, this can be a powerful initiative. If the topic and content are good, this builds and fosters credibility that will move your organization to the short list of service providers or vendors.
4. White Papers. Do you have valuable, current white papers that fit with the strategic direction of your organization? Even if you don’t have finely polished papers, you probably do have components of good white papers circulating in your proposals, internal documents, client deliverables, etc. We know that nailing down your subject matter experts to develop white papers can be a challenge. But it’s worth it. White papers can be important for promoting to your marketing database, as well as to the rest of the prospect world. And if you use a white paper distribution service, you’ll build valuable credibility and leverage Search Engine Optimization (SEO) for your key services and products.
For more on implementing high value, cost effective lead gen programs, visit q2marketing.com.
For more info: The 5 fastest ways to generate leads--1 & 2
Communicate consistently with buyers
Comments
The great thing about the white paper is that once you've got it, a good white paper can become the basis of a number of other marketing initiatives.
For example, the research and information presented in the white paper can provide the content for a lead generating presentation.
The key is to provide helpful information and not sales copy. White Papers succeed when they help the reader. Show the reader a solution to their problem and it will lead them to your door.
Hope this helps,
Oh, and I just looked at your first two tips - webinars and seminars. Again, a solid white paper naturally leads to a foundation for both.
As you point out, the key is to educate not sell. Nobody wants to sit through a 60 min. webinar selling your product.
However, those same people won't mind sitting through a 60 min. webinar demonstrating a way to improve their business.
Jim
www.whitepapersolution.com
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