In many ways, the disiplines of B2B and B2C marketing and lead generation are different. But, Scott Mason’s article in DM News, written primarily for B2C marketers, illustrates an important truth for us all: Lead generation isn’t just about instant gratification.
The perennial rewards of lead generation are reaped from patient tending to potential customers over time. My CEO reminisced about a call from a client who raved about the ROI boost from a lead generation campaign that he canceled almost a year earlier. Now that the client was earning three and four times the return on his original lead generation investment, he realized the error he made by canceling the campaign.
I would add that consistency is required too. Good lead generation identifies, initiates, and nurtures relationships with the right people, regardless of their timing to buy, until they are sales-ready leads.
Link: DMNews.com | News | Lead Generation Pays Over Long Term