B2B Lead Generation Advice

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Lead Generation and Automated Marketing Systems has been my passion for many years. But here’s been my frustration (and I’m sure yours as well), How do you take a great idea that you come up with and actually execute it on time, everytime and measure the results so you can move on to the next idea?

Example: For instance, your boss tells you that you need to generate more sales.

And then someone on the marketing team decides that landing pages using Google Ad Words is a great idea.

So now, you build a WEB 2.0 landing page. But for some reason nobody is filling out the form or doing what you want them to do.

And you are spending hundreds if not thousands of dollars each day.

Lets say you want to run a landing page on Google Ad Words you want to have different variations of the pages in the beggining so you can track your conversions is step one Right. So you’ll need some software to do this right?

Ok now you need a website that can handle lead capture then you need to automate that data to do something else.

Step 2 Example: Now you have a landing page that is converting at a decent rate and the copy is good people are filling it out but we all know step one is usually giving something away such as a White paper, Free Report etc.

And we also know that we need to pre-qualify these people after we send them the FREE something right?

So now you need a system that handles landing pages with multiple variations and be able to rotate them equally to test conversion ratios.

Not the ads on Google but the actual landing pages. And also the ability to get those landing pages ranked #1 by your keywords in google so you dont have to pay forever Right.

Step #3 So by now you know that your sales force wont follow up on this on-time at the right time nor will you know if they are or when.

So all your ideas hard work fall short… And its not your fault…

But what if you had a system that brings in the lead data sends out the white paper and round robins to the list of sales people you have in the Que to call each lead to pre qualify them and automatically Ques them in their headsets and cant get around it if they do you have a log of the results.

What has just happened… Well your ideas just got successfully implemented this far and executed at the right time the right place and you are now tracking it and the sales people are happy because they are not cold calling and being invited in as the expert its effort less and fun.

But its still not over we now just pre-qualified and sorted them out.

Here is where its starts to get fun.

Step: #4 Now we all know that e-mail is great but Multi Step Multi Media Sequential Step marketing is key but execution, Immplementaion and measurement is very poor.

But imagine Step #4 we now send them a 3 Step Snail Mail 3 dimensional Letter Campaign that generates as high as 37% on a face to face appointment.

Now some might say isnt that expensive.

Ask yourself this question would you rather have Million dollar closers making cold calls or going out on pre-qualified face to face appointments all day.

Second if they get the Appointment through a cold call they are looked at as a pest and have to work very hard to establish rapor.

My way suggests the welcome guest approach get invited in as the expert. Look at my post on this subject called: “Getting Past The Gatekeeper”.

Step: #5 is what i call the irrisistable relationship where you drip to these qualified buyers on a regular basis an through the automated system.

Example: you now send out a newsletter by e-mail or by direct mail, and special offers regullarly using the automated campaign manager, then once a month you have a live call qued up for your sales force, or an automated voice-mail left on voice mail only. “I’ll talk more about this later Voice Mail Casting”

Sounds Fun doesnt it… It is I have Spent 5 years and 7 programmers building this system it is the most robust marketing system on the planet.

WOW Thats a big statement. YES it is… Imagine your ideas put to work with personalization and automation, Imagine Indigo Printers using variable data spitting out Letters, Post Cards, Creative Packages to your customers at the right time and then being able to tie a Sales reps e-mail into this drip campaign then a text message, then a live a call after the third day from there very own sales rep.

The rep comes in that day logs in and puts on his headset and clicks on next call and he see’s his active calls for the day and clicks dial and then has a choice to continue the campaign or redirect it effortlessly.

YES I said E-Mail, Voice Mail, Live Caller, Direct Mail even Variable Data Even catalogs and TEXT Messaging all with out even moving a finger.

Its the only Robust Enterprise Management System tying it all together… And Its Affordable… Just to tease some more we have intergrated data mashups built right in. Live feeds and data analitics in realtime processing.

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