by David B. Ascot

Happy, loyal clients who make repeat purchases and send you referrals over many years are the holy grail when it comes to running a successful business. Conversely, there are some customers who are never satisfied and will do nothing but waste your time and distract you from allocating your resources where they can have the greatest positive effect on growing your business. It makes sense, therefore, to explain more about some of the lead generation concepts and strategies that are really working on the internet right now to drive new business and companies of all shapes and sizes.

First, though, let’s take a moment to look at lead generation. Why is this so important? In many industries, lead generation often will dictate how effectively you drive revenue. There are many complex sales scenarios that highly depend on having a consistent supply of qualified leads.

How Important Is Lead Generation?
Lead generation is of course important. However, it’s not necessarily the most important aspect of growing your business and sales volume. At some point, we’ll talk about that, too. However, in most situations, having qualified leads is absolutely essential. If you can do so at lower cost, with much less human effort and intervention, all the better, and you can likely exponentially grow sales.

The reality is that in most companies the sales people do actually very little selling. Consulting Firm Ballistix has found that many sales people, especially in complex sales situations, spend as little as 8% of their time actually selling to prospects. The rest of the time is spent on technical tasks, customer service, opportunity management and clerical tasks, social activities, and prospecting.

The actual numbers from the graph are typical of a business-to-business sales situation. But I’m sure most business owners, managers, and sales people will immediately recognize that too much sales time is spent on non-sales related activities.

High Performance Lead Generation Process
So you need a high performance lead generation process. Let’s look at what that means.
A high performance lead generation process allows you to do the following:

1.You’d be able to attract more prospects more efficiently, at lower cost

2.You’d educate prospects as to why you’re better and different than your competitors

3.You’d build trust with prospective clients so that they are comfortable talking to you about what you offer

4.You’ll nurture prospects appropriately depending on the stage they are in in the decision-making process, giving them the right message at the right time

5.It’s scalable, so you can manage many times more leads with only incremental additional effort and resources, and

6.It generates more sales for less cost with less effort.

Unless we start with a strategic framework, the tactical stuff won’t be nearly as valuable. In a nutshell, the Marketing Results lead generation methodology uses web analytics to precisely understand how and why visitors are engaging with your website, while leveraging proven traffic and conversion strategies to cut marketing waste, expand reach and effectiveness and boost your lead generation results by orders of magnitude.

About the Author:
About the author: David B. Ascot shows hidden tricks about online lead generation on the homepage where he explains more about optimal lead generation strategies

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