Finding Leads - A Sales Essential

If you’re like most salespeople, the idea of finding leads makes you apprehensive. The reason? Expenses. More often than not, the expense to find and create the right lead is prohibitively expensive. The result is lost revenue and broken quotas.

But there are ways to overcome this challenge. In this post, we’ll provide three approaches that work well for less expensive lead generation in today’s market place: crowdsourcing and partnerships, internet marketing with SEO/SEM (search engine optimization/pay-per-click), or business development via social media platforms such as LinkedIn and Twitter.

The first example is crowdsourcing and partnerships. If your product or service requires a niche market, consider working with other companies that provide complementary products. Working together can create a mutually beneficial relationship for lead generation and sharing of client leads.

As an example, consider the following scenario: A small business has a great idea for eBooks that will help market their business via blogs or social media. They know the process to create these eBooks, but lack the design expertise. They find another company that will create plans for them at an affordable price and share the lead opportunity with that company as well - which they can then turn around and use as marketing material to sell more of their own services (i.e., website design).

Next, consider internet marketing. Today’s marketplace is focusing more on search engine optimization and pay-per-click advertising to reach the public. What does this mean for sales? It means you can focus on high volume keywords and create specific landing pages for each individual keyword or ad that you place. In other words, you can funnel a single lead into as many opportunities as possible without moving them from page to page, which gives a better conversion rate of leads into actual sales.

Finally, consider business development via social media platforms such as LinkedIn and Twitter. These platforms can be effective channels for leads if used correctly. The goal is to build relationships that lead to referrals. While you may not get an immediate sale, you can plant seeds for future business opportunities. It’s about following up with the leads and staying in contact with them.

The question is: Have you used any of these effective methods for lead generation? If not, take a chance and see what happens - your break-even may be nowhere in sight.

About the Author: Jesse Krieger is an author who specializes in blogging strategies to help small business owners succeed online at his website http://www.BlogToLeads.com . He also writes for several other publications including TimesBusinessNews and YourHealthRefuge .

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by Larry Kim

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About About.com: This online business-to-business venture was founded in 1996 as MCI WorldCom Business Online, Inc., and became About.com, Inc. in March 2010. About.com is a leading provider of information and services on the Internet, and offers advice from top professionals across every major industry in domains that range from general interest to highly specialized niche markets.

About Larry Kim: In his new position as Editor-in-Chief for Small Business, Larry Kim has written hundreds of articles about online marketing, search engine optimization (SEO), and incorporating social media into small business marketing strategies. He has been quoted in The Wall Street Journal, The New York Times, The Economist, Forbes Magazine, CNNMoney and many other major news outlets.

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I am pleased to offer this one of a kind business-to-business lead generation resource for those who wish to dominate their competition by utilizing lead generation technologies that generate high quality, qualified leads for sales, service and management professionals. If you think about it, there are only two ways in which you can approach generating leads;

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Free Lead Generation Reviewed By: S E Arnold The Free Lead Generator is an effective survey software that helps you gather information from visitors to your website, online forum or blog.