Telemarketing Lead Generation Blog

4 Tips to Positively Impact Lead Generation in 2011

Posted on Jan 6, 2011 by Jason St Onge, Senior Account Executive

At the beginning of last year, I wrote a blog about starting a New Year off on the right foot (Three Steps to Starting the New Year Off Right )and highlighted a few ideas such as reviewing past performance, conducting a lead audit and setting new objectives.

This year, I want to provide some specific tactics you can use improve your lead generation efforts in 2011 and hopefully get off to a fast start. Here are 4 quick tips to get you started this year:

1. Make sure your data is accurate. Nothing can hurt program production and response like bad data. Take the time to ensure you have the appropriate contact information for key prospects, so you are not wasting your time and materials.
2. Identify your “sweet spot”. Focus on prospects or accounts that will make ideal customers or have a high propensity to buy from you. Don’t waste your effort engaging prospects that are ultimately not going to be a good fit for you. Work the right prospects, increase your chances for conversion and hopefully win the type of opportunities you are striving for.
3. Reach out to previously engaged prospects. Call any prospects that may have stalled or fallen out of your 2010 pipeline. These prospects provide a good opportunity for an accelerated sales cycle because:
   • They are already familiar with you
   • The timing may be better
   • The situation may have changed (i.e. new budgets, new players, new initiatives, etc)
4. Maximize your investment in marketing activities. Get caught up on qualifying any “raw” inquires generated from last year’s activity (i.e. webinar or event attendees, web or email responders, etc) before, or in conjunction with, cold lead generation activity. While not fully qualified, these prospects are still “warm” and may have some level of interest since they have been engaged with your firm in some way (not to mention marketing made an investment in them). Starting off with ‘low hanging fruit’ may help lead to some early wins.

Are there tactics you use at the beginning of the year to get your programs off to a fast start or to lay the foundation for a successful year?

Tagged: lead generation, targeted lead generation, telemarketing lead generation, lead nurturing, telemarketing sales leads

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