How Much Are You Spending on Marketing and Are You Generating Qualified Leads?
July 5th, 2009 Posted in NewsletterWelcome to the July 1, 2009 edition of BPI News!
In this issue we discuss best practices for marketing in today’s economy.
As always, I look forward to your comments and thoughts.
If you would like to have this newsletter delivered to your mailbox via email, please send an email to newsletter@bpistrategy.com and include your name, company, phone number and email address. We will add you to our mailing list.
Check our website ( http://www.bpistrategy.com/news.html) for information on our next free teleseminar - “How to grow Your Business in a Recession”, on July 29th, noon to 2 PM EDT.
Walt
======================================================
How Much Are You Spending on Marketing and Are You Generating Qualified Leads?
by Paul DiModica, CEO - Value Forward Network
When coaching CEOs on best practices on how to grow their business, one question we are often asked in this economy is “how do we generate more qualified leads?”
Generating leads — specifically qualified leads — takes knowledge, business funding and a planned strategy.
Often when working with clients, we find that they have a silo approach to lead development and end up focusing on one type of lead generation model with which they or their team members are comfortable.
This silo lead generation approach usually fails because it limits the potential capture of new prospects to one communication medium.
Most successful lead generation programs use multiple communications which we call the “three legged stool of lead generation.” The three legged stool of lead generation includes cold calling, networking and marketing. Each one of these approaches has their own budget, planned process and projected return on investment.
What marketing methods are you using in your firm?
What marketing methods are most successful?
Do you know your real marketing costs?
During a recession, never reduce your marketing budget. There are always buyers buying; you just don’t know who they are. Instead, tighten your marketing focus on your most likely buyer, based on their demographic profile, negotiate better on your vendor pricing and track your lead return on investment.
Marketing should generate qualified leads . . . or else it is a wasted investment.
Walter Wise
President & CEO
BPI Strategy Group
617-532-0918
A great salesperson inspires the buyer to see the benefits as their own.” –Anonymous
You must be logged in to post a comment.