Research and lead generation

Research and Lead Generation

Something that a lot of business owners don't consider is

the fact that sometimes you have to do research before you

can know what it is that your prospective clients need and

want from their company.

One of the best things that you can do to help you draw

clients to your website is to take a look at your

competitors and see what it is that is, or isn't, working

for them.

Chances are good that if people have a problem with what

they see on that website, they aren't going to like it any

better on yours.

If your competitor has a guest book, or a message board,

this is a good place to start. This is where people will

leave their thoughts, questions and suggestions about the

website. See what people have said about it, and take

notes.

Don't copy your competitor's website - the last thing that

you want to do is to have someone mistake you for them, and

have an upset competitor on your hands.

But as a part of the market research you want to know what

it is that your prospective clients are looking for, and

what they don't like.

Remember, the better that you know your audience, the more

successful your business will be. After all, a doctor goes

to medical school to learn about the human body before they

can treat patients.

You have to know what is wrong and what your clients need

before you can fix it.

Talk to your customer, not above them

Talk to your customer, not above them

One of the biggest things that turns off prospective

clients is when someone is talking way above their heads.

It's insulting, it's confusing, and it shows the client

that the business person doesn't care about them or their

feelings. All they care about is making money.

A good way to generate leads is to talk to prospective

clients in a way that they can understand. The last thing

that anyone wants to do is to feel like they are dumb, and

when they don't understand what you are talking about, that

is how they feel.

Whether you are making a flyer, a brochure, or your

website. write it in layman's terms so that people there

can understand what it is that you are saying.

It's easy to think that clients will be impressed by the

vast knowledge that you show, but it can have just the

opposite affect if they get turned off by terms that they

don't understand.

If there are terms that you have to use, consider including

a glossary so that people know that you thought of them

when you were creating the information.

This will not only impress them but it will also show that

you really care about them being well informed.

Don't assume that everyone will know what you are talking

about, or will be impressed by big words and a lot of

jargon. Depending on who the target audience is, it may

make them decide to turn around and go with your

competitor.

Using surveys to generate leads

Using surveys to generate leads

One of the best ways that you can generate leads is to have

people fill out surveys. This gives you a good idea of what

they are looking for, what their age group is, and so on.

But there are a few things that should be considered when

you are composing surveys.

1. Keep it short

You don't want to ask too much information of the clients

because it may scare them off instead of making them

interested in your company or product.

2. Respect their privacy

Assure them that the information that you collect is going

to be for your eyes only, and that it won't be sold to

another company. This is something that is important to

people and when you make this promise, it shows that you

respect them and their wishes.

3. Offer them a thank you

Let them know that you appreciate the time that they took

to do the survey and offer them a thank you present. It

doesn't have to be elaborate or expensive, but people like

to know that they are appreciated.

When a survey is done right, and in the right manner, it

can be a very useful marketing tool. The thing to remember

is that in order to make them work, people have to be

willing to fill them out.

Respect their time, respect their privacy, and respect

their effort, and you will find that people will give you

answers that will be useful and helpful to you and your

company.

Using a website to generate leads

Using a website to generate leads

These days, most businesses have a website. Prospective

clients enjoy going to websites because they go there on

their own terms and they can browse it at their leisure

without feeling as if they have someone looking over their

shoulder.

Here are some ways to make your website user friendly, and

one of your biggest lead generators.

1. Keep it simple

Make sure that the website is easy to navigate and people

can find what they are looking for quickly and easily.

2. Don't blind your customers

Don't use a lot of flashing lights or color schemes that

can be painful to view, or else you may find that your

customers close the window before they have a chance to see

what you have to offer.

3. Offer advice or tips

It's always a good idea to offer visitors something free,

like tips or advice. Make sure that the advice and tips are

pertinent to y our business.

4. Encourage feedback

Have a guestbook or a forum that people can go to and leave

feedback with suggestions or comments about your website.

Even if they aren't things that you want to hear, any

feedback is valuable.

Follow up on the feedback and thank them for taking the

time to leave it.

All of the above tips put the customer first and show that

you care about what they think. When visitors know that you

are putting them first, they are more likely to become a

customer and encourage others to do the same.

Putting the customer first

Putting the customer first

A mistake that is made on websites is that there is a lot

of the word 'we', and that can turn prospective customers

away.

It's understandable that you want to tell your customers

all about the company and what it can do for them, but it's

better to have the customer be the center of the focus, not

the company.

Let the customer know that they are your main focus, and

that you put their needs above everything else. Customers

don't want to read about how great your company is - they

want to see results. They want to see what you are going to

do for them.

Something that websites offer is an anonymous poll, so that

they can see what it is that their customers are looking

for. This gives the customer the chance to give their

opinion without offering any other information.

A good way to get a customer's attention is to have

something like, - Let us know how to serve you better-.

This makes the customer centric and lets them know that you

value their opinion.

Something to remember is that when a customer sees a

website full of praise about the company, they may think

that the company doesn't really care about their customers

and makes them wonder what will happen if there's a

problem.

But when a website puts the customer at the forefront right

away, this shows them that they are important and that the

company cares about them.

Strategies for home based leads

Strategies for home based leads

When you have a home business, you want to be able to

create a good amount of leads, because without leads you

don't have a business.

But unfortunately a lot of people don't know how to

generate leads effectively. Here are some tips on how you

can generate your leads and see where your business goes.

1. Keep track of your advertising campaigns

If you are a part of a large home based business that has a

corporate office, many of them have a way that allows you

to do this. See if your home business has this, and take

advantage of it if it's available.

If you aren't a part of a big home based business, or if

this isn't something that your company offers, ask the

leads how they came upon your information and what part of

your advertisement drew them to your company.

Keep track of the results and this will help you know what

is working and what isn't.

2. Choose a market to target

Sit down and figure out what part of the market you want to

target, and concentrate on that. Otherwise you will find

yourself targeting peoplel who may not ever be interested

and wasting a lot of time and money.

3. Offer clients incentives

Everyone loves to get something for free, so the best thing

that you might do is to offer your current clients

incentives for bringing in new clients.

It doesn't have to be money, it can be a small token of

appreciation. The point is that they know that you

appreciate what they have done.

Even if you do offer them something like a percentage of

the sale in free gifts, remember that you wouldn't have

gotten that sale at all if they hadn't brought you that

client. You come out ahead no matter what.

Tips for generating leads

Tips for generating leads

The reason that a lot of businesses fail is that they don't

focus on what is really important - the client.

Most people will say that making money in the most

important, and money is important, but without clients you

don't have money. So here are some tips for generating

leads.

1. Meet your clients' needs

Clients aren't going to buy your product or make use of

your service unless you appeal to them and offer them

something.

Instead of focusing your advertisements on what you do,

focus on what they will get out of your product or service.

This shows your clients that you are focusing on their

needs instead of on simply making money on a product or

service that no one can really use.

2. Get rid of waste

When you talk to clients, find out where they found the

information about you and your company. If one form of

advertising is working well, and the other one isn't

working as well, consider getting rid of the one that isn't

working.

Depending on what it is, it can be costing you money

without giving anything back in return.

3. Make use of your website

Take a look at your website and look at it with a critical

eye. Try and see it as a customer sees it and make sure

that any questions that they might have are answered.

4. Ask questions

The last thing you want to do is to ask questions. When

people see a question, it makes them think. They may not

have thought about it before, but it helps them take a look

at themselves and they might just find that they do have a

need for your product or service, or want to get more

information.

Website content and lead generation

Website content and lead generation

One of the best ways to get leads through your website is

to give the visitors information that they need without

them knowing that they need it.

Let's face it - people don't like to feel as if they are

dumb. But if you give them information that is useful

without them feeling as if they are being talked down to,

it can really make them sit up and take notice.

For example, take a company that sells jewelry. Most

everyone knows what the birthstones are for the different

months of the year.

But someone who has a jewelry website could offer a chart

for different anniversaries. For example, the 40th wedding

anniversary gemstone is ruby.

Another thing that a jewelry website could offer is

cleaning tips for different types of gemstones, because not

every method can be used on every type of gemstone. But

that is something that can be offered on the website as

well.

Both of the examples above are things that people may not

know that they want to know, but it's information that is

quite useful and people are going to be happy that it's

available.

People like to know that the company is offering them

information that is useful to them, because it doesn't make

them feel as if the company is only trying to make a sale.

The more useful information that you offer people, the

better chance you have of making a sale. People like to get

things that are free, even if it is only free information.

Lead generation evaluation

Lead Generation Evaluation

One thing that people in business should remember is that

it's important to take time once in a while and see how

leads are being generated. There are a couple of ways that

you can do this.

1. Website -

Take a look at your website and see what kind of traffic it

is getting. How many people are coming, how long are they

staying once they get there? Are they subscribing to your

newsletter, taking surveys, leaving feedback on your

guestbook or forums?

If your traffic is low, take a look at the content that is

offered on it and see if there is something that can be

done to bring more visitors in. You might want to pay

someone who is specialized in Search Engine Optimization to

write some content for your website.

2. Leads -

It's a good idea to talk to people who contact you so that

you can find out where they got their information from.

That will let you know what is working and what isn't, and

allow you to get rid of the dead weight that isn't bringing

any new business in.

It's essential that you know where your leads are coming in

and what isn't working. It's not cost effective or wise to

use mediums that aren't working. They should be changed so

that there are more leads generated, in the case of a

website, or done away with altogether, in the case of a

newspaper advertisement.

The medium that you dispose of right now can always be

revisited in the future.

Appointment setting and leads

Appointment setting and leads

One of the best strategies that you can have when you are

trying to get leads is to use set appointments to meet with

the prospective customer.

When you make an appointment with someone who may become a

future customer, there are several benefits that you will

find.

1. You are speaking with a person who makes decisions

When you set an appointment, you are cutting through the

middle man. This saves a lot of time and you won't have to

worry about having to come back to talk to the right

person.

2. There's a time to meet

When you have an appointment to meet with a lead, you can

prepare and you know exactly what you are going to say. The

other thing is that you know exactly how much time that you

have for your presentation, so you can make sure that you

utilize it to the best of your ability.

3. It cuts down on time that is unproductive

Just the fact that you have an appointment with someone

means that they are mildly interested in what you have to

say. You know you're not going into the meeting blindly and

wondering whether or not you will be wasting your time.

4. You know something about your audience beforehand

Appointments give you ample time to do research on your

prospective clients and understand what their needs are so

that they can be addressed during your meeting. This offers

an advantage because you will go into it being able to

offer something that they need.

It's always a good idea to be prepared and to know your

audience. Making an appointment with your prospective

client helps you to do both.