Most Important Consideration in Online Lead Generation

When you first decide to try your hand at

online lead generation, there are specific

needs that you are able to express and

specific questions to ask. Designing a

game plan around unrealistic expectations

whether in the time it takes to convert

leads into sales or the percentage rate

growth that you can anticipate over time

can bring you dissatisfaction

unnecessarily.

As Wesley Yuhn repeatedly stresses in seminars and on his blog, conversion rates differ for

every industry and lowering expectations should be what any good lead generation company

does from the start.

Depending on the field and specific demographics you establish, leads from the internet need

incubation periods ranging from 3-months to 18-months. Knowing how to utilize the leads that

are received has to be incorporated into the main strategy before you start. And, having a

definitive game plan in place that complimentsyour strategy is essential to happiness and good

ROIs.

Using Purchased Leads Generated Online

Online lead generation is a specialty that is not as easy as marketing teams think it should be.

But, once acquired, knowing how to make the most of them is yet another skill set that needs to

be developed by all sales people for the best success.

• Contact – Initiate some form of contact with each lead at least 8 times in the first 10 days

• Create Passive Listings – Putting your name out on various sites creates name

recognition and assists in creating confidence among the purchased leads list if you can

point to your presence.

• Purchase by Zip Code –If possible, instead of focusing on age, interests and other

descriptions of demographics, focus on zip code locations for at least part of your budget

• Pay-per-call Advertising – Instead of using a pay-per-click for silent leads, using pay-

per-call allows a real person to answer the initial questions that a lead may have and to

immediately get the potential customer to the right person who can begin creating a

positive customer experience.

• Call to Action on Your Website – As striking as it sounds, the majority of websites

discuss everything about their business, their products, the quality and how to reach

someone for more information. What they don’t do is directly askthe customer to buy.

• Landing Page Contact Form – Presenting a contact form on your landing page is the

alternative to hitting the “sold” button. The contact form allows you to keep the door

open and if your landing page is good, you should capture about 20% of the visitors to

your site.

The Only Statistic that Matters

Ultimately, the only statistic that matters in any online lead generation program is how many

leads were converted to the sales column.

1. Trying to assess your ROI based on less than at least 500 worked leads is fools play.

2. Making a one-time assessment is tantamount to determining if an employee fits your

culture after one week of employment – nonsensical! Analyse your conversions every

month after reaching the 500-lead mark for at least 6-months.

3. Don’t be afraid to experiment with different platforms to see which works best for you.

For the first year, anticipating a low conversion rate of about 7% for all leads generated with the

exception of click2call and pay-per-call advertising is best.