Often people are looking for a single superior tactic to give them all the leads they need. Instead, I’ve found it’s better to think of lead generation as a portfolio and use multiple tactics.
In his article for Fuel Marketing writer David Ward shares 9 ½ techniques to generate leads without spending too much. I was interviewed for this short article along with Bob Bly, Tino Buntic and Guy Maser.
If you’re involved in a complex sale, I’m sure you’ll find a few of the 9 1/2 tactics on lead generation relevant.
Here’s a quick summary of Ward’s 9 1/2 points:
1. Get on sales and marketing the same page.
2. Don’t ask for too much too soon.
3. Learn from your success.
4. Pitch the problem, not your product.
5. Act swiftly.
6. Diversify your approach.
7. Give so you can get.
8. Don’t buy what you can build.
9. Know when to hold ’em.
½. Be consistent.
Read full article on Kiplinger’s: 9 1/2 Ways… To Follow the Leads