Robert J. Moreau- In the
October edition of "The LeadGeneration" we discussed
lead management and the steps that need to be taken to prepare companies for effective and profitable lead generation. In this month's edition we offer some specific tactics you can use to generate profitable leads and leverage your online presence to improve your conversions.
In the most recent "2006 Response Rate Trends Report", a study published by the
Direct Marketing Association, email marketing and telemarketing were cited as the top lead generation methods, garnering 2.60% and 2.45% respectively among direct marketing media channels. In addition it is worth noting that when the telephone is used as a follow-up method to online lead generation methods it can greatly increase their response rates. Notice that email, which is by far one of the most cost efficient methods of generating leads, resulted in only 0.15% less response rates than the telemarketing. This suggests that organizations must have a strategy to utilize both online and offline marketing tactics to maximize the results of their lead generation initiatives. But which combination of tactics should you use? When should you engage your inside sales reps? Below I've outlined 6 tips that will help you prepare for lead generation success in 2007.
