Top 3 lead generation tipsMay 15th, 2012 by Megan Collins
The following article was written by Justin Rees for myintroducer. To read the original,
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.
Contact strategy is key
A common misconception made by lead buyers is that lead generation is as simple as buying a lead and calling the consumer once. Unfortunately this is not the case. Even if you only plan to purchase a few leads a week success will come from implementing a rigid contact strategy where you maximise the number of people you speak to.
So what does a contact strategy entail? Firstly is it essential that you have the right processes and systems in place to manage your leads. Depending on how many leads you want to purchase this may require employing a call centre or for smaller firms ensuring you allocate enough time and resources to manage the entire process from initial lead receipt to conversion.
Budget, budget, budget
Just like any marketing activity, lead generation is a numbers game and success is determined by return on investment (ROI). Maximising the ROI of a campaign is not something that can be achieved immediately but with time it is highly achievable. One of the best ways of accomplishing this is by ensuring you have the right budget allocated, which means not paying more than required for leads and making sure you purchase enough volume to ensure you give the campaign a chance of succeeding.
Most providers will be able to give you an idea of the average costs of leads that meet your criteria which should ensure you are not paying over the odds for leads.