Automated lead generation the right way

Getting high-quality leads for your sales force can help bring new clients for your products and services. But managing a lead generation program takes time and effort that your salespeople likely don't have.

With automated lead generation, you get an ongoing source of continuous leads sent directly to your phone or inbox so your team can focus on turning prospects into new customers. BuyerZone has provided automated lead generation for thousands of businesses – and we've learned a lot about what works and what doesn't. Here's what you need to know.

Why use automated lead generation?

Depending on the automated lead generation source you use, you can create and manage new sales campaigns with minimal effort. Instead of spending time waiting for leads to arrive or pestering your lead provider for your next batch of candidates, the leads come directly to you based on the schedule and delivery method you select.

Automated lead generation lets you get qualified prospects with a smaller investment and better ROI than typical advertising vehicles like billboards or radio and TV ads. It also lets you leverage a provider's expertise in search engine marketing, optimization, partnerships, and other lead generation techniques that you may not have in-house.

Automated lead generation systems: what to look for

Before you work with a lead generation provider, find out how their leads are compiled. Automated lead generation systems that compile leads through Internet banners, pop-up ads, or ads on non-relevant web sites won't deliver quality prospects.

In addition to all the essential contact info, the lead provider should collect information about what the potential customers are looking for. BuyerZone, for instance, asks all prospects details about the type of purchase they're looking to make, how much they want to spend, and specific product requirements.

Better lead generators also provide prospects with information about the purchases they're looking for and the companies they're being matched to. This free buyer education can include articles, buyer's guides, pricing information, and more, as well as detailed ratings of suppliers they'd be matched with. That way, when the leads are sent out, you know customers are ready to talk shop.

Be sure your automated lead generation provider gives you leads in a format you can work with – especially if you're using CRM or SFA software to track your leads. Once imported into your tracking software, you should be able to clearly see which leads came in, the locations of your prospects, the number of sales closed, and any follow-up opportunities. This will allow you to easily gauge the ROI.

Automated lead generation systems: what to avoid

It's important to focus on quality of leads, not quantity. A company offering "thousands of leads for $199" doesn't have your best interests in mind. They likely compiled a list of names from the Web containing people who have no idea they're going to be contacted by companies like yours. That will not only waste your time and resources, it will also paint you as a spammer!

You want to tread carefully when researching lead generation companies online. As you can see below, a typical online search for "automated lead generation" produces several results for auto lead gen for multi-level marketing (or MLM). MLM gets a bad reputation because it's often associated with pyramid (or Ponzi) schemes. While some MLM programs are legitimate, these aren't the type of leads that would result in direct sales for your company.

BuyerZone for your automated lead generation needs

BuyerZone's lead generation service is easy to test, trackable, predictable, and designed to help you close the sale. We can send your leads according to your schedule and with the filters you select.

We help you obtaining leads from prospects who are actively shopping for your products, making your sales force more productive. To get quality leads that provide your sales force with the best opportunities to close new business, explore BuyerZone's automated lead generation program today.

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