The Internet has been a major game changer for businesses throughout the country, and none more serious than sales leads. There was a time when companies would just make phone calls from telephone lists or send out mass mailings, but the Internet has forced companies to become far more sophisticated in their lead generation tactics. Along those lines though, companies have to constantly refine their approach to generation high quality leads for their clients. Here are some important tips on how to generate quality leads that will results in highly motivated buyers.
1. Validate date fields in REAL TIME – you want accurate data from your contacts, which means you will need to focus on quality over quantity. There are a number of available technologies which can assist with the accuracy of the contact data and can check it real time.
2. Know the process of the consumer – You must understand how a consumer turns into a “lead” before you can refine your search parameters. You need to know what the contact is expecting to get from you in order to make the transformation. For example, for a loan modification lead, they want to know potential results, potential challenges and past success stories.
3. Test, test, test and then test ten more times – You must make sure that the entire process is running smoothly, so spend time evaluating the process before you move forward too quickly.
4. Know what a lead is worth – Whether you are purchasing your loan modification leads from an outside source or you are generating them yourself, you must know the value of every lead. This will help you understand how much of your resources should be invested into generating these leads. If a lead is worth $5.00, but it costs $4.99 to generate the lead, then you may have to rethink your process and what you are charging for your product/service.
5. Get conversion squared away – Making a consumer into a lead is a wonderful thing, but true success comes from turning a lead into a sale. You must know how many knocks on the door of that person’s mind it will take to turn a lead into a sale, otherwise your efforts will be fruitless.
6. Don’t give away the milk for free – This old mother’s comment (why buy the cow if you can get the milk for free) relates to what you are offering your potential leads. You must keep the bottom line in focus when you offer iPhones, jewelry and other items as incentives to potential customers.
7. Be up front – People hate being lied to and if they feel they are being “sold” then you might as well quit. Have your privacy policy and your “opt-in” statement very up front on the web portal so that people know what they are getting into.
