Cold Calling Supplement - How to Generate Sales Leads
To be successful in generating leads you need multiple methods. It could be anything from a website, email, direct mail, signs, banner ads, Google Adwords, etc. There are so many methods to generate leads that it's too big a topic for this article.
To be effective you need all your methods for generating leads to go into one specific funnel. For example, if I send out a direct mail piece and I'm driving people to go to my website I also want to drive people to my website if I'm using signs or banner ads. This way all your leads go through the same process so you can more easily test and tweak the process. That brings up an important point: You need to be testing!
To efficiently generate leads you need to constantly test. Test your website conversion, test your direct mail, test everything! For example, one small change in a headline can have a major effect on your results. You need to be keeping track of your numbers so you can measure and compare with future efforts. Your marketing methods should always be improving.
Another important thing you need to know is what is the lifetime value of a customer to you. If you know your average customer buys about 3 times for you then you can estimate what the average value of that customer is. Knowing the value of your customer will determine how much you spend on your advertising. If you spend five dollars on every lead, and 30 leads results in one sale, then you know that it takes about 150 dollars to obtain a customer. If the first sale is only 95 dollars you may think it's not worth it and you're taking a loss. But if every customer on average buys 400 dollars worth of product over a lifetime then it would probably be worth it to pay 150 dollars to acquire them. The point here is to know what it's worth to you to acquire a new customer so you know how much you can spend on leads and advertising.
Related Tags: marketing, lead generation, cold call, cold calling, prospecting, cold calling help, cold call tips
Micah Soelberg is the owner of www.ColdCallFacts.com which is dedicated to providing the real facts about cold calling and new marketing methods for sales professionals.
This article may be reprinted as long as the article is left unchanged and the links stay active.
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