B2B Lead Generation Advice
Archive for May, 2008
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When most people go into business they know all about the product or service they are going to sell. Trouble is they don’t know much about getting it sold.
You see a lawyer knows about law: A restraunt owner knows about restraunts: and an engineer knows about engineering. But what do they know about attracting the attention of clients and customers as buyers? The answer is very little.
There aren’t too many courses, wheither they teach, law, restauranting, engineering or whatever that teach people how to create an avalanche of qualified customers. The sorry truth is that most people in business don’t know much about getting qualified people into their business.
My name is Nye Ohrberg and I have created an Easy, Systematic Marketing System to answer all your questions and solve every one of your lead generation and lead conversion problems. To help people who are good at their business to be good in business. And being good in business is all about having Heaps and Heaps and Heaps of Qualified Delighted customers buying what you’ve got.
This blog contains 1000’s of the most successful case studies, actual results of what went right. So you can see the right way to do this instead of wasting money you cant afford to be wasting on stuff that doesn’t. These case studies, concepts and ideas will help anyone in business to be better providers of their business.
By literally taking the great big ideas, the fantastic little ideas and lots of in between ideas, I’ve created a treasure chest of information for Lead Generation, Lead Conversion for people who want to know how to successfully capture qualified customers.
This blog ought to be mandatory reading for anybody who is in business or thinking about going into business. And once you start reading my case studies and findings you wont be able to stop.
Reading this blog will probably mark a turning point in the lives of thousands of business people, large and small. A turning point not only because of vastly increased Lead generation and profitability but also because it will take out the uncertainty of survival for so many business people. It’s simply a guarantee for success for all your lead generation, lead conversion and client fullfillment.
On a personal note I’m probably the most passionate Lead Generation Experts on the planet as you will learn in posts to come. I live and breathe this stuff and teach it on the weekends for FREE to the intercity kids and adults of los Angeles. I promise you I will inspire you, MOTIVATE YOU AND EXCITE YOU because i love this stuff and I’m good at it.
Until Next Time.
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"How To Increase Your Lead Generation In Any Economic Climate"
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| Objective: | To encourage attendance and provide positive reinforcement for a training seminar. |
| Strategy Execution: | At its Bohemia, NY headquarters, the company conducted a series of new-hire orientations for its worldwide sales force. This was intended to acquaint attendees with the company’s culture, policies and procedures, products and sales strategies. Logo-imprinted portfolios, ballpoints, brass paperweights and mouse pads were distributed to all attending salespeople and presenters at the beginning of the seminar. Attendees were encouraged to collect colleagues’ business cards to insert in the attractive card holder they received. For a “graduation” gift, the senior sales vice president presented class members a lapel pin. |
| Results: | Well-received by the target audience, the quality promotional gifts acted as incentives to attend and present at the seminars, according to Symbol’s design and media specialist. |
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"How To Increase Seminar Attendance"
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| Objective: | To generate referrals to an adolescent substance abuse program. |
| Strategy Execution: | The target audience-1,000 juvenile court judges, school guidance counselors, teachers and clergy in the states of Florida, Georgia, Alabama and South Carolina - was told by mail that the LIFE Program had come under the direction of the hospital. The theme, “A Kid On Drugs Can Sink The Entire Family” was used, along with graphics featuring a family photograph “sinking” into a turbulent sea. To encourage recipients to call the LIFELINE with concerns about any youth they were working with, the mailer included a life ring clock, a rolodex card and business reply card. The direct mail/specialty advertising campaign was supported with a variety of media including outdoor, radio, newspaper and trade journal advertisements. |
| Results: | The advertiser reported 300 requests for more information, and 10 admissions to the LIFE program attributed to the campaign. |
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"Generate Ongoing Referrals"
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| Objective: | To motivate a sales force through a contest offering quick redemption of prizes. |
| Strategy Execution: | Eager to achieve its 13th consecutive quarter of growth, the insurer needed to perk up summer sales, traditionally the slow period for the out-in-the-heat door-to-door agents. Hence, the “Summer Fireworks!” contest. Agents were told in the kick-off video, “The long hot days of summer are your window of opportunity to sell and reach new heights.” The company’s 5,000 agents were issued a scratch-off card for every application they wrote. At the weekly sales meetings, the agents ceremoniously scratched their cards one at a time to build excitement. Winners were verified and prizes such as auto dashboard noteholders, six-pack coolers, caps, vinyl bags, watches and calculators were awarded at the next meeting. Each ticket was entered into a weekly sweepstakes that offered a Cancun vacation, a cruise and various merchandise prizes. At the end of the contest, there was a grand prize drawing for a $10,000 car voucher. |
| Results: | With new applications averaging 500 a week, American General obtained $1.25 million in new premium income and attained its historic 13th quarter of growth. |
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"How To Get Your Sales Team To Have Record Quarters"
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| Objective: | To increase sales (new installations, water heaters, ranges, and extended warranties) by five percent compared to the same sales period the previous year. |
| Strategy Execution: | This three-month Olympic-themed “Gallons for Gold” promotion was conducted in 820 district offices (which became known as “countries”) located throughout the United States and at the headquarters office. Targeted were 8,000 employees, including drivers, customer service personnel, secretaries, managers, corporate staff and various support personnel. Promotional products were distributed at the “opening ceremonies” and subsequent “special events” during the medal competition by managers in embroidered polo shirts and caps.
Included were T-shirts, flyers, note holders and memo boards given to headquarters employees for support to the “athletes” in the field. Each week’s competition utilized a different event, such as a ski jump to “leap to new levels” and a marathon to “run with the winners.” The promotion’s mascot - Fillmore the Lion (alluding in part to the client’s ongoing sales goal to “fill more tanks with propane”) was imprinted on a variety of specialties in the campaign. “Closing ceremonies” saw gold, silver and bronze awards given. |
| Results: | Total sales were reported of 143.8 percent of the company goal (new installations 165.5 percent of goal, water heaters-199.7 percent, ranges-200 percent, and sales of extended warranties-113 percent). |
[I reckon these lead generation ideas are a beut mate!]
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"Motivating Salespeople: Suburban Propane"
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| Objective: | To increase awareness of the advertiser’s commercial loan program; to add five new commercial loans. |
| Strategy Execution: | Decision-makers at 200 small to medium size businesses were targeted by mail to receive promotional products packaged in brochures. In each piece, product and copy were related, e.g., a money clip with copy pointed out “…after 100 years, we’ve got things rolling at a pretty good clip.” Or, “We’d like to show you the light” about commercial loans with an enclosed pen light. |
| Results: | By as early as one-third of the way into the six-month program, “we have achieved 40 percent of our goal of direct business inquiries,” said the advertiser’s vice president of planning and development. |
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"Zapp Bank: New Branch Promo"
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| Objective: | To promote two area open house celebrations and introduce clients to newly released products. |
| Strategy Execution: | Using the humor of the Marx Brothers to attract the attention of clients, Facilitek sent out invitations containing fake plastic noses, mustaches and glasses, similar to those worn by Groucho Marx. Visitors were asked to wear the disguise to the open house to qualify for a drawing. Clever copy on the invitation announced “Facilitek NOSE about Office Furniture” (next to the nose) and “We STASH Your Furniture Until You are Ready for Delivery” (next to the mustache). Special clients received a unique desk clock shaped like an office chair while the service crew handed out T-handle screwdrivers as appreciation gifts. Everyone got into the spirit of the event as clients waved their chocolate cigars around and did their best Groucho impersonations. A Harpo Marx look-alike was even in attendance for a fun and memorable evening. |
| Results: | The open house for one showroom was attended by 50 percent of the invited guests–resulting in $50,000 dollars in sales. The second reported an attendance of 33 percent and two 3-year projects totalling $2.1 million. |
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"Facilitek: Furniture and Appliances"
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