Getting started with Internet lead generation

For companies relying on commission sales, good leads can mean the difference between success and failure. Like the fairy tale heroine who kissed lots of frogs before she finally found her prince, your salespeople will have to work through some bad referrals before finding the good customers. To get an upper hand in this "numbers game," Internet lead generation can provide you with the necessary tools you need to make new sales.

Capturing important data

Internet lead generation is a lot like those old-time gold prospectors who sifted through pans of sand and gravel to find bits of precious metal. In the case of sales leads, companies use various Internet lead generation techniques to sift through thousands of potential clients to find that diamond in the rough.

• Search engine placement. Instead of opening up a phone book, customers typically will use Google, Yahoo, or some other search engine. Companies that generate Internet sales leads will position your Web site high on the first page of search results, using typical keywords that describe what you sell.
• Online forums. When consumers are looking for answers, they check out online discussion forums. Companies that specialize in Internet lead generation will look for forums that deal with your particular industry and post information about your business and the services you provide.
• Webinars. The Internet is all about sharing information, and a webinar is a perfect way to let potential clients learn about your product line. Your lead generator can create a targeted online presentation that will attract sales leads.
• Data filtering. Internet marketing lead generation can provide quite a few names and phone numbers, but the provider should take the time to weed out the disconnected numbers and people who really were just browsing online before passing them onto you as qualified leads.

Internet sales leads vs. face-to-face marketing

As a Realtor.org article points out, companies trying to market their services have a sort of love/hate relationship with Internet lead generation. A business like a real estate company, for instance, prefers speaking with clients face-to-face either through walk-ins or by placing signs and brochure boxes on the front lawns of properties. Personal referrals also have the potential to become good leads.

The article also points out some drawbacks to using Internet sales leads, particularly when it comes to timing. There's a lot of overlap with leads, meaning that several companies may receive the same prospect information, or you may receive the same lead from a couple of companies that provide Internet lead generation.

Building consumer loyalty with Internet lead generation

Internet marketing lead generation is an impersonal process, so it's essential to add the personal touch when contacting prospective clients. Make sure that every sales proposal is tailored to a specific customer, avoiding form letters and computer-generated phone calls. The human touch can still give you an edge in a high-tech world.

BuyerZone helps build customer loyalty and provide a competitive edge with qualified leads from businesses that need – and want – what you sell.

To find out more about BuyerZone's products and services, contact one of our Internet lead generation program team leaders today.

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