The art of targeted lead generation

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Business is tough at the moment, but monitoring your sales leads carefully can produce excellent results, says Liz Jackson, entrepreneur and star of the The Secret Millionaire.

While it’s a well known fact that businesses are under considerable economic pressure at the moment, this doesn’t necessarily reflect on your ability to find new business during the downturn. The work is there; you just have to use a highly targeted approach - and that’s where sales leads come in.

Sales leads can be generated through many different channels, including telemarketing, direct marketing and e-shots. Leads and sales are inextricably linked and it is essential that all of your various approaches are co-ordinated and convey the same message.

This allows you to tell a story about you...

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27th Nov 2009 13:18

Targeted lead generation

In my experience you will get better results from Google Adwords than you will from telemarketing or direct mail.

Direct mail does straight in the bin and telemarketing is way too expensive for what it delivers.  Telemarketing will get you appointments and clients but at a cost per new client which runs into the hundreds of pounds.  Far better to invest time in networking and getting to know the local bank managers.  About 90% of my new business these days is from referrals and as such is effectively "free".

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By chatman
27th Nov 2009 14:17

Google AdWords

 If you use Google AdWords, pay by what they call Prepay (pay a fixed amount in advance and your ads run until your  money runs  out; then you pay a fixed amount again for more ads), NOT Postpay (they bill you by DD every month).  

I selected Postpay, and they were taking money from me by DD for months after my last ad had run. Communicating with them is very difficult and changing between Postpay and Prepay is quite difficult. 

They were never able to explain why they billed me months after my last ad ran.

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