Small Business Lead Generation: How It Works?

The process of small business lead generation essentially operates on a cyclical basis, wherein new leads are generated, contacted and converted to sales. Some of these clients are retained for the upcoming period of time after their contract expires, while others leave. Hence, it’s important that the lead generation activities need to happen continuously, so that the leads keep coming in and these fluctuations don’t have much of a detrimental effect on business.

Essentially, it has been observed that effective small business lead generation has the potential to shorten the cycle and also lead to better quality of leads. The most important aspect of ensuring this is to understand that the first contact is not sufficient to ensure sales. Hence, one needs to continuously keep at it. However, this depends on whether the lead in question is hot or cold. Quite obviously, one needs to pursue hot leads more fervently, and filter out cold leads completely from the system. This can either be executed by experienced professionals, or by maintaining a log of the feedback received from the different kinds of prospects, which can then be monitored either by an experienced team leader, or by the team together.

One more aspect that organizations are particularly wary of in terms of small business lead generation is that getting quality leads is often an expensive proposition, whether one tries to procure the same from an external party or pushes the sales team to accomplish the objective. Compared to getting a cold or warm lead, finding a hot lead is a lot more time and resource-consuming. However, it’s absolutely worth the effort, when one sees it purely from the perspective of return on investment, since it shortens the span of time it takes from the initial contact to sale. Hence, one needs to ensure that all these points are taken care of in every lead generation campaign, for phenomenal results.

The next criterion is the place mix, which talks about the location at which the product is being introduced. This is equally important as the rest of the lot, since the place at which the product is introduced is of paramount importance. One can’t hope to sell raincoats in a desert, or half sleeved T-shirts in a snowy province! Lastly, the promotion mix in small business lead generation refers to the kind of promotional tactics are used to sell the product.

The appropriate combination of all these would virtually guarantee success for any product or service.

Home Based Business Leads – 3 Simple Ways To Get More Network Marketing Leads From Free Methods!

In any business that you are part of, having the ability to generate a steady flow of new customers is essential. Nowhere else is this more pivotal than in network marketing. If you are going to be successful in this type of business you have to be able to generate home based business leads from multiple sources. Below you will find my top three favorite ways of generating network marketing leads for free. Yes you can use pay methods, but when you are spending a dime and still getting a good amount of leads on autopilot, it’s a pretty nice situation.

One of the best ways to get business opportunity leads is through content generation. Usually this comes in the form of what is called article marketing. Third many different article directories that are more than happy to take your content and put it up on their website. The more places you have your articles the better chance you have of people seeing them. This strategy can be highly effective for building MLM leads if you are consistent with your writing.

Another good form of lead generation that won’t cost you a dime is called blog commenting. This is where you visit other peoples sites and read what they have to say. If you like what they had to say or think you can add to the conversation, you leave a comment on their blog that points back to your site. This is a great way to get traffic coming to your site because of all the different visitors to the blog receives.

Being active in related forms also can help you build up your business opportunity leads. Because people who are like-minded are also members of these forms, you stand a good chance at building some nice leads from those who are visiting the forum. Just make sure you are being as helpful as you can and people will find you.

Now these methods all work great for traffic and building up a small business leads, but if you don’t have a solid marketing plan to convert them, you’re just wasting valuable traffic. You have to have a way to get this traffic to convert into some form of money for you. This could be into your primary MLM opportunity or even better, it could be into something that allows you to make some nice commissions from as an affiliate.

The opportunities are endless once you have a good supply of leads.

Small Business Lead Nurturing Success Case Study

If you’re an entrepreneur, part of a small marketing department, or a one-man marketing department, then you know it can be tough to get everything you need to get done accomplished.

Your experience, current thought, and even marketing experts will tell you that small companies, with limited budgets and resources, can be challenged to keep up. Prevalent thinking is that they can’t, and in fact shouldn’t even try. But keep reading – because we’re dispelling that myth once and for all!

If you’re interested in driving revenue, and using the internet to help, then you’re doubly challenged to figure out WHAT among all of the different tactics, are the RIGHT ones for you. Because if you don’t get it right, then you’re just going to waste your time, and still not get the results you’re after. And that supports what the “experts” are saying, and leading you to believe.

Meet Margaret Johnson, a one-woman marketing department for a $10 million dollar-a-year consulting company, and learn how she has solved the problem of keeping her company top-of-mind with customers and prospects, funneling sales-ready leads to her sales force. Learn how they landed one of the largest companies in her geography, and are delighting them and staying top-of-mind.

Here’s the part you’ll really love: She spends only ONE DAY A WEEK managing it all!

And you could too…

There were two critical things that were causing Margaret’s organization pain – not knowing whether her in-person events would have anyone attending them, and how to stay top-of-mind when prospects weren’t ready for a sales conversation when someone from Sales contacted them.

In today’s fast-paced world, it’s not good enough to meet with someone who’s not currently interested in what you’re selling, and putting a tickle in your system to contact them again in 6 months. Even if that’s what they tell you. It’s likely that their situation could change on a moments notice, and if you’re not in their thinking, you will not get the deal.

After being bombarded with media, emails, and news about how you’ve got to be present in social media, Margaret set up a Facebook Fan page and a Twitter account. She already had a blog, and the company website to also manage. She found herself trying to remember where she needed to post content and update things.

Margaret was quickly getting overwhelmed. How could she really implement effective marketing efforts that would generate leads, nurture them well, and contribute to the bottom line growth goals of her organization?

Margaret started to map out everything. She had a blog, and that had an RSS Feed. She found a way to update her Twitter account based on the RSS feed from her blog. She also hooked up that RSS feed to her Facebook Fan page. But now, how could she generate more leads, and stay top-of-mind? That only relieved her from figuring out how to manage two of the social media aspects of things.

She realized that she could segment her RSS feeds and publish them to her website, effectively adding content to her critical pages that needed to be refreshed on a regular basis. And people could subscribe to her RSS feeds and get updates via email. There were some tools, that provide this specific ability – but then the people who sign up through those vehicles are kept in that system, with the opt-out and bad email information, rather than in her lead database where she could see how they are responding to the emails and also trigger appropriate event invitations. So using a point-tool like that wasn’t a solution – it only added more work.

Margaret was using a marketing automation toolset, and she realized that she could use an RSS feed capability from her marketing automation system to define her blog feed, and then publish them to her website. She could also set up emails, within that same toolset that pulled from those RSS feeds, so she could send emails to the contacts that wanted email updates, if there was any new content available from the feeds. If there wasn’t, then no emails would be sent. She realized she could set up her emails one time, set them to go out every 14 days, and they’d automatically pull fresh content from the feeds she identified for each email.

Best of all, implementing her “system” in this way, ensured that ALL the leads, and their responses to her marketing, were all in one place – so she could score the leads as well as segment them even further based on how they responded, not only to the emails, but on what materials they have downloaded from her website, which pages they have viewed, and which events they’ve attended. She set up nurturing sequences (a set of timed emails) that trigger based on a lead’s response to any number of specific lead activities. She now has emails going out every 14 days to her leads, plus other nurturing sequences that can be triggered based upon a lead’s activity.

The value of keeping her leads in a single database, and tracking their activities — and then having the tools available that allowed her to automate her marketing efforts, has literally saved her from adding another full time marketing person to her staff to help implement and manage their marketing efforts.

How’s it going? She is getting positive feedback from customers and her sales folks – because her company is top-of-mind, and closing more business! She is able to quantify her contribution to her company’s growth.

Small Business Lead Generation – Pay-Per-Click Advertising

Small business lead generation using pay-per-click ads can be very challenging. In fact, paying for leads can either make you really rich or drive you out of business. Google makes a ton of money every year from pay-per-click ads. Most of the money that they make from these ads did not generate a single bit of additional revenue to the companies or entrepreneurs who purchased them. However, there are a few people out in the business world who pay a little bit of money to Google and generate millions of dollars in return. They don’t generate this type of income by accident. These entrepreneurs just have a better strategy than the ones who end up losing money on pay-per-click ads.

How to Lose Money in Pay-Per-Click Ads

The Uninformed Entrepreneur says, “I am not making money from my website because no one is coming to my website, so I will invest in pay-per-click ads and that will make me money.” No, that will cost you hundreds or thousands of dollars every week with very little, if any, return on your investment. Effective advertising leverages or magnifies the return that you are already getting from your current sales channels. If your website is not generating leads or business for you before you invest in advertising, then you will be magnifying a zero return. 300% of zero is still zero.

Most people use pay-per-click ads as the starting point, and when they do, they will almost always lose money. They are betting their business capital on an untested experiment. It would be like buying a thoroughbred and running down to the racetrack and betting a bunch of money on your horse’s first race. Yes, you would know your horse, but your horse is untested against other horses. However, if your horse wins his first three races, you might want to invest a little in his fourth one.

Your website is the same way. Develop your website to where you are generating leads and sales from those leads. Then, one you have a track record of success, invest in pay-per-click ads. Then you are betting on a sure thing.

How to Generate Lots of Revenue from Pay-Per-Click Advertising

The Informed Entrepreneur says, “I have finally got my business generating new leads from the internet, and now I want to leverage the success that I am currently getting.” Now you can make an informed budget for your pay-per-click advertising.

Here is a highly simplified example. If you are generating 10 leads per week from your website, and you are averaging closing one of those leads for $100 in revenue and $25 in profit, then you could only afford to pay $2.50 per lead to break even. Remember that just because someone clicks your pay-per-click link, does not mean that they will contact you and become a lead. If you have a fantastic website, you might be able to turn one out of every ten clicks into leads, so you could pay no more than $.25 per click to just break even. So pay-per-click won’t yet work for you yet. You would need to increase the revenue per customer, or the profit margin, or the closing ratio (or all three) to make pay-per-click more cost effective for you.

If you invest in an email follow up system and generate the same 10 leads per week, this time you might turn three of those leads into customers. Since you are now able to build a longer term relationship with your leads, you might be able to bundle a few of your products together and generate a higher revenue per sale and increase your average sale to $300. By doing all of this, your cost per lead goes down dramatically. Now for every sale you are generating $100 in profit. With three sales out of ten leads, you generate a total of $300 in profit. You can now afford to pay $30 per lead, so with the same ten clicks turning into one lead, you could afford to pay up to $3 for each click. If you can get quality clicks for just $1 each, you will triple your pay-per-click investment.

So forget the cold calls and spam, use your website to get more leads to call you, and then use pay-per-click to leverage your success, and you will generate great success through small business lead generation.

Writing Pay-Per-Click Ads that Lead to Sales

Once you have a great site and follow up system set up, now you can in some ads. Remember that the goal is NOT to get people to click your ad. The goal is to get people who will buy something from you to click your ad. For instance, if I put “One out of every 100 who click this link will get $1000,” I’d get a LOT of clicks. However, none of them would buy anything from me, so I’d just lose a lot of money. Or, if I am a local dentist in Frisco, Texas, and I place an ad that says, “Free Teeth Whitening Tips,” I’ll also get a lot of clicks, but very few sales. Most of the people who click will just want the free tips, and very few of them will be in my local neighborhood. A better ad would say something like, “Frisco, TX Dentist – Free teeth cleaning with your first whitening treatment.” If you don’t want to go to a dentist in Frisco, TX, you are less likely to click that link. People who do click the link are probably pretty good prospects for you.

You will always have numb-skulls who click your links even though they don’t need or want anything that you are promoting, but you’ll have fewer people click your paid-for links who are looking for something different than what you are offering.

So if you want to generate small business leads using pay-per-click, make your website and follow up system solid first, then use effective ads to target the specific market who will buy your services.