What is Effective Lead Generation?
The concept of generating a lead may sound a little strange to people not familiar with the elements of the marketing & sales process. Basically, in virtually all sales there are multiple contacts with a prospect (potential customer). The contacts can come from cold calling or warm referrals; from mass media or from web marketing efforts; or from television, radio advertising, newspaper ads, flyers, letters, etc. A prospect is generally much more comfortable buying a product or service with which he or she is familiar. Research has shown that it takes at least 6 instances of contact with a prospect (from any of the above “touch-points”), before he/she is ready to purchase your product or service. It is after this point, that a “lead” becomes a “prospect”, and then the real fun begins! The Prospecting Call When we place a call to a prospect, we are careful NOT to sound like a telemarketer.
