Small Business Lead Generation Strategies Explained
Lead Generation is art of getting people that you think may want your product to actually confirm their interest in what you have to offer.
Remember the definition of marketing is: “getting someone with a need to know, like and trust you”. Lead generation is effectively identifying those people who have a need.
When it comes to lead generation, there is no one hit wonder. The idea is to develop 10-20 lead generation strategies all based around a core marketing message and offer.
In Duct Tape Marketing lingo, think of it like Duct tape, the more layers you apply the stronger it becomes.
The 3 best lead generation vehicles are Public Relations, Advertising and Referral Marketing.
What is the definition of Public Relations? “Getting positive mention of you or your company in newspapers, magazines, news shows, newsletters, websites and journals read by some portion of your target market”-according to John Jantsch of Duct Tape Marketing.
Advertising: Unfortunately, most small business owners shy away from direct advertising because they feel it is too expensive and doesn’t work. That is usually because they are using a ‘copy cat’ marketing or ‘ostrich’ (don’t do anything and hope for the best) marketing strategy. When done properly advertising is seldom matched for quickly generating a flood of new business.
A set of strategies and tools designed to bring the small business owner new clients, qualified leads and repeat business without the aid of, or in addition to, other advertising methods is the Duct Tape Marketing definition of Referral Marketing.
In my next upcoming article we will explore each of these lead generation strategies in detail and show you some practical ways you can incorporate them into your marketing plan.
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