Most Important Consideration in Online Lead Generation

When you first decide to try your hand at online lead generation, there are specific needs that you are able to express and specific questions to ask. Designing a game plan around unrealistic expectations whether in the time it takes to convert leads into sales or the percentage rate growth that you can anticipate over time can bring you dissatisfaction unnecessarily. 

 

As Wesley Yuhn repeatedly stresses in seminars and on his blog, conversion rates differ for every industry and lowering expectations should be what any good lead generation company does from the start. 

 

Depending on the field and specific demographics you establish, leads from the internet need incubation periods ranging from 3-months to 18-months. Knowing how to utilize the leads that are received has to be incorporated into the main strategy before you start. And, having a definitive game plan in place that complimentsyour strategy is essential to happiness and good ROIs. 

 

Using Purchased Leads Generated Online 

 

Online lead generation is a specialty that is not as easy as marketing teams think it should be. But, once acquired, knowing how to make the most of them is yet another skill set that needs to be developed by all sales people for the best success.

• Contact – Initiate some form of contact with each lead at least 8 times in the first 10 days
• Create Passive Listings – Putting your name out on various sites creates name recognition and assists in creating confidence among the purchased leads list if you can point to your presence.
• Purchase by Zip Code –If possible, instead of focusing on age, interests and other descriptions of demographics, focus on zip code locations for at least part of your budget
• Pay-per-call Advertising – Instead of using a pay-per-click for silent leads, using pay-per-call allows a real person to answer the initial questions that a lead may have and to immediately get the potential customer to the right person who can begin creating a positive customer experience.
• Call to Action on Your Website – As striking as it sounds, the majority of websites discuss everything about their business, their products, the quality and how to reach someone for more information. What they don’t do is directly askthe customer to buy.
• Landing Page Contact Form – Presenting a contact form on your landing page is the alternative to hitting the “sold” button. The contact form allows you to keep the door open and if your landing page is good, you should capture about 20% of the visitors to your site.

The Only Statistic that Matters

Ultimately, the only statistic that matters in any online lead generation program is how many leads were converted to the sales column.

1. Trying to assess your ROI based on less than at least 500 worked leads is fools play.
2. Making a one-time assessment is tantamount to determining if an employee fits your culture after one week of employment – nonsensical! Analyse your conversions every month after reaching the 500-lead mark for at least 6-months.
3. Don’t be afraid to experiment with different platforms to see which works best for you.

For the first year, anticipating a low conversion rate of about 7% for all leads generated with the exception of click2call and pay-per-call advertising is best.

Using Content Marketing for B2B Lending Lead Generation

 

When you’re the little guy on the block and trying to get the attention of the the big guys in your industry, it requires a lot of shouting and flapping of wings. 

 

Wesley Yuhn states operating any small B2B business is challenging and acquiring valuable, sales-ready leads requires a lot of ingeniuty and gumption. 

 

You invest tons of work in cold calling – either by yourself or with the aid of a sales call center. But, are you investing enough in those things that brings potential clients to your site that make your cold calling less icy? 

 

Wesley Yuhn further suggests there are several ways to grab the attention of those in your target market industry. When it comes to B2B lending sites, the content has to be important to your customers and relevant to their needs. 

 

WesleyYuhn goes on to say you need to start by investing in content marketing whether you write the content or pay a content management site to do it for you. Next, you need to find a way to track what your visitors like and don’t like, where they go and what they avoid and most of all what they download from your site.

How to Judge Sales-Ready Leads

Well, that sounds like we have the secret of the ages and an apology is in order if you expect one single answer. There are several ways to gauge when a click on your site is ready to make a decision and when they are just tinkering with the idea for the first time according to Wesley Yuhn & ACHDP.com. 

 

As one of the top experts in both the fields of marketing and B2B lending, Mr. Yuhn offers the following advice for novices:

• Start by purchasing an easy to use real-time reporting software metrics program that will enable you to find out what type of visitor you are attracting
• Create a sales-lead profile of the type of business that you wish to attract and check it against the type of traffic, finding its way to your website
• Present several types of content on your site-- including articles with statistics, charts, graphs and price comparisons
• Include reviews of your competitors as well as any reviews that you have received from people who have done business with you
• Include articles that are newsy and newsworthy about the product or services you have available, even if it is not about you specifically
• Include survey results, story articles, how to videos and human interest articles on your blog
• Include a call-to-action on every single page of your site and blog and social media

Plan to add at least 5 articles and 5 blog posts to your site every week. Once you have at least 15 articles in place, start your real-time metric tracking and see which articles visitors spend the most time with, comment on, like, share or download. 

 

Wesley Yuhn Tampa & Wesley Yuhn Reviews states real-time metrics will identify each IP address and tell you who it belongs to and where they are located. The next task is to compare the visitors that are most active with your personal leads profile for B2B lending options. If you are attracting the wrong type visitor, change your content and keep playing with it until you get the right visitor.

Top Five Facts about Online Lead Generation

Have you come across articles spewing promises of exceptional conversion with online lead generation techniques? Well, if you have tried any of those easy ways to convert visitors into leads, then you already know how tough the market can be. 

Here at the top 5 facts that you should understand and be prepared to learn in terms of generating leads online.

Fact #1: There Are No Easy Ways 

 

One of the best marketers at generating leads and converting them into loyal customers is WesleyYuhn of Tampa. He’s been in online sales and marketing as well as content creation for a long time--- and his success speaks to his proficiency. According to him, the majority of websites average a conversion rate of 2 -3.5% and the main reason is because most sites start pitching products instead of building interest, creating trust and then, trade these commodities for email leads. 

 

Fact #2: There Are No Guarantees 

 

Promises of guaranteed conversion rate increases are always false. Every business has its own peculiarities and needs meaning that your business has to use an approach that is appropriate for that industry, brand and targeted demographic. 

 

Fact #3: Content Is More than a King – It’s Your Only Power 

 

No matter how fantastic your content is – and content is the power of any website –unless it is valuable to those who can afford to buy your product or service, it is useless for online lead generation. 

 

That doesn’t mean that you should present dull or monotonous content that can be found anywhere with a simple search. You need to know who your potential customer is and what they are more likely to be interested in reading. 

 

Recently, a company called Media Oasis discussed lead generation for debt settlement services. In the discourse, it was pointed out that college students, unmarried males under 35 and teenagers are not the demographic for that type of service. 

 

In spite of that obvious statistic, an example website’s content illustrated their services chatting about charges for Xbox, buying rounds of drinks for the guys and using charge cards instead of cash for text books. The content was misdirected. 

 

Fact #4: Ask for Email Addresses at the End of an Article

If your visitors are not reading an entire article, what makes you think that they’ll want you to send them a newsletter or notice of sales? When people go to a site, they either are interested in the title of an article and think they may want to read it or they are looking for something and scan your site quickly to see if you have it. 

 

When an email sign-up form pops up and blocks the content that drew them to your site before they even get to read it - they leave - not give you their email. 

 

You haven’t earned the right to ask for their email address yet. 

 

Fact #5: Learn How to Do Email Marketing 

 

One of the most effective methods of marketing is email marketing. The reason that it is not on the top of marketing agents lists is because it is difficult to do and do well. But, once you learn how, your ROI will grow to that magic 28% in the first year and continue to grow every month after that.