The following article was written by Justin Rees for myintroducer. To read the original,
click here

Do you feel like your lead generation strategy is under performing and in need of some attention?
Or maybe you are new to the industry and need a helping hand? Either way we have come up with some useful tips to help you get the most out of your lead generation campaigns.

Don’t forget to filter

One of the most important aspects of marketing is the ability to target the right consumers, allowing you to focus your energy and attention on prospects that are best suited to your offering. Luckily for lead buyers most lead providers offer filtering options allowing you to specify what kind of customers you want. For example, most mortgage lead providers enable you to filter by geography, loan value, credit grade and even maximum LTV.

It is important however to remember that the more filters you use, the fewer leads there will be available that meet your criteria which often means you might have to pay a bit more to get them. It is therefore essential to find a balance between the filtering and lead price.
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Ashleigh Horrobin, LeadPoint UK’s Marketing Executive, discusses best practice advice for lead buyers .

Lead generation is easy right? A consumer fills in a form, a buyer purchases the lead, moments later the call is made and a sale is generated.

If only life was that simple.

While it’s easy to believe that after a consumer has filled in their details they are going to patiently await your call, in reality this is not the case. Of course best practice is to follow up each lead within minutes but lead buyers should also remember that there are times when even though a consumer has filled in a form in good faith they simply don’t answer when first contact is made.

While there are thousands of possible examples of how this might happen, it is worth going into a bit more detail of a few examples just to illustrate the point.

Imagine a housewife at home with young children who goes online submitting an enquiry to be contacted about life insurance. (Incidentally a significant percentage of life insurance enquires come from this group). The lead buyer gets the lead and calls back within minutes but no answer. There are any number of regular distractions that could stop that first contact being made. A crying baby, the doorbell ringing, the kids fighting or the need for more milk can quickly take these interested consumers away from their phones.
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The following article was written by Justin Rees for Econsultancy. To read the original, click here

We all attend in droves but in 2012 is there still a need for the big generalist digital marketing shows?

Is the industry ready to say goodbye to these shows that helped put digital on the map and usher in a new wave of more niche and focused shows that embrace the latest developments within digital marketing?

Ask any digital marketer and they will no doubt tell you that over the last few years some of the biggest trends in digital have been the rise of mobile and social and the resurgence of display but I would add another to this list.

In the last five years another noticeable trend has been that digital marketing shows are getting worse and worse.

It’s not that each individual show is badly put together, or there are no good exhibitors but it seems that in the current digital landscape these shows are just too generic and irrelevant to the majority of attendees apart from perhaps those that have just entered the industry.
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Ashleigh Horrobin, LeadPoint UK’s Marketing Executive, discusses how bad weather can benefit lead buyers.

If you’re anything like me, each morning when you get the newspaper the first thing you do is flip to the weather section hoping to see an image of a bright sun but invariably you are greeted with the dreaded symbols for rain, dark cloudy skies and chilly winds.

While this puts a gloomy outlook on the week ahead, rest assured that for every cloud there is indeed a silver lining and in this case inclement weather is in fact great for lead generation.

The reason behind this is simple. When it’s hot and sunny people are more focused on soaking up the good weather and getting outdoors rather than staring at a computer screen. Along with tans and barbeques, summer brings us hours of extra daylight which can impact upon daily lead flow by as much as 20% or more in the summer months. Instead of rushing home to get out of the cold and settling in front of their ipads, people are taking over the parks until that last glimpse of the sun goes down and then heading off to the pub leaving little time to go online.
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The following article was written by Justin Rees for Best Advice. To read the original,
click here

There is a noticeable trend towards performance based marketing and lead generation sits at the forefront of this trend. So why is it that there is still some apprehension by many advisers to use lead generation as a major source of new business?

Suspicion of Cost Per Lead
Lead Generation as a form of marketing is often defined by the fact that lead buyers and lead sellers transact on a Cost Per Lead (CPL) basis. This may seem rather innocuous but for many advisers the very fact that they would have to pay on a per lead basis is the main cause for suspicion about buying leads. That somehow, lead generation stacks the deck against them. However, this is a misconception of what lead generation is and the reality couldn’t be further from the truth. If you look at the evolution of lead generation, much of the momentum to establish lead generation on a cost per lead basis has come from advertisers to ensure they get value for money and make their spend more accountable and performance related.
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