Lead Generation - Top 5 Strategies

Lead generation is an essential part of succeeding in sales, especially on the Web. With so much competition out there, it important to develop a strategy for finding the highest quality leads. How can businesses generate leads online? There are a number of techniques you can use to collect the names, email addresses, and other contact information of potential clients who are interested in learning more about what your business has to offer.

Successful lead generation involves finding prospects that have a genuine need and who actively seeking a way to fill that need. By gathering information on these leads, your sales team can then contact these individuals with further information on your offers, products and services. The following are just a few of the top lead generation strategies that might work well for your business.

Offer Free Online Newsletters

One of the fastest and easiest ways to generate a large number of new leads is to provide a free newsletter on topics that your target customers are interested in. Your newsletter should be information-packed, timely, and full of links to further resources. Before you begin, decide what purpose you want your newsletter to serve. Are you trying to direct users toward content on your website, or are you trying to sell a product directly to your subscribers? By developing a content plan, you can tailor your newsletter to the needs of your business and your audience.

Provide Free Information Seminar

"Webinars," or Web seminars, are a fairly recent online trend popular with both businesses and online users. These free online seminars are a great way to connect with people who are interested in your products, generate contact information, and provide a useful service that will keep customers coming back for more. Choose a topic that you are an expert and in which your audience has a strong interest. Develop your seminar and allow users to sign up and access this valuable information.

Create Expert White Papers

White papers provide a detailed analysis of a topic and often advocate a particular solution. If you specialize in business-to-business sales, offering free white papers on different topics in your industry is an excellent way to advertise your services, generate new leads, and attract new customers. After you have created a white paper, advertise it on various industry sites, forums and other important venues. Include a sign-up link on your site so that interested readers can provide their contact details in order to download the white paper.

Include a Lead Generation Form on Your Website

Your business website is one of the most important lead generation tools at your disposal. Once a reader has visited your site, it is important to make it easy for them to learn more about your business or service. Including a simple lead generation form in a prominent location on your site is one of the most effective ways to generate a number of top quality leads.

Generate Leads with an Affiliate Program

While affiliate programs are often thought of as a way to sell products, these programs are also an excellent way to generate new sales leads. Once you have an affiliate program in place, other marketers can earn a commission or flat rate for referring new leads to your site. While there is some expense associated with starting an affiliate program, it is a great way to dramatically increase the reach of your business and attract a lot of new potential customers.

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