How To Generate Leads in 2019?
Many of my fellow business owners are still confused how to prospect and generate leads in 2019. Some rely on good old telemarketing, some invest their money in SEO, go to business networking events, or do door to door prospecting. Unfortunately, the silver bullet “one makes it all” in lead generation has not been invented yet. Otherwise everyone would be rich and the time of leisure and prosperity would come on all of the entrepreneurial crowd. It is not here yet.
In this article I would like to share a secret with you. You will not learn magic, but sure enough understand how to achieve the best ROI, as well as how to build your business by leveraging and combining digital and traditional lead generation techniques.
Digital and Traditional Lead Generation Techniques
Before we begin, I would like to give you a bit of history. I own Prospect Solutions for 16 years. We started as a boutique telemarketing firm in 2003, and ever since our livelihoods depended on how effective we are at providing ROI for our clients’ marketing dollars. This is a steep and challenging battle that it is hard to win… But the good news is that we learned a lot, and unlike our competitors we are still in business, which means that we learned to do something right.
In 2003 marketers’ life was different. It was enough to send 100 faxes to gather 20 people for a breakfast seminar or make a quick call to get a sales appointment. Business owners were getting information from salespeople and picked up their phones all the time. The seller had way more power over the sales process and the buyer was left “to beware”. For better or worse, those days are long gone. Fax campaign in business are long gone. Telemarketers are speaking mostly through answering machines and tecom systems, because now most of the decision makers do not pick up their phones unless they recognize the number.
As a result of technology innovation telemarketing campaigns have become ineffective and often counterproductive to their goals. Buyers have more power over the sales process and use internet for research and information. Business networking events are full of non-qualified people, whose main goal is to sell their products and services to fellow attendees. They are time consuming, ineffective and costly, and therefore not sustainable to achieve your business development goals. Door to door marketing falls into “survival of the fittest” marketing category. It requires a lot of time, patience and stamina, which makes it almost impossible to find a quailed marketing representative to do it.
So how do we generate leads in 2019?
The answer is by eliminating a marketer from the process whatsoever. Business people want to speak with fellow professionals, but not with marketers. Period. They do not want to be prospected, phoned and subjected to pressure appointment booking conversation with someone who does not even know what they are talking about and whose sole goal is to create an appointment. This often comes out as meaningless for both parties.
Good marketers learned how to use digital technology and traditional communication channels together to achieve results for their employers and clients. This is called Integrated Marketing and Lead Generation, or Multi-Channeled marketing.
At Prospect Solutions we are combining telemarketing, business networking on LinkedIn and door-to-door representation into one customized marketing campaign, designed to generate the best results for each individual client.
Would you like to know how this may work for your company?
Book a free consultation with one of our senior consultants today!