June 29

Improving Lead Generating And Conversion Rates

Marketing Strategy


I liked this article by Charlie Cook over at SalesMastersWorld.

He writes, "Marketing is a lot like farming. You can’t just head out to your fields and bring in a bountiful harvest. First, you buy seed from the money you’ve budgeted. You buy enough to be sure that a good crop will germinate and thrive until harvest, and you’re likely to plant several different crops to hedge the weather and the market."

The analogy of a marketing and farming is almost cliché but Cook takes it to a level that even a former ‘farm kid’ like me can appreciate. Cook explains that there are three ways of thinking like a farmer can help you convert more leads.

On a side note, what’s your favorite/least favorite analogy for lead generation?  Lately, I’ve heard that lead generation is like dating, farming, gardening, fruit ripening, and fishing. 

Link: Improving Lead Generating And Conversion Rates

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. I have always thought of lead generation like fishing. Making a game plan, picking the right bait(s), sharpening your hook, making the right presentation, getting the bite, setting the hook and reeling them in!

  2. I’ve worked with people that came from a farming background and they were excellent clients because they knew it takes time, and they’re prepared to invest and nuture there crop.

    And they did this for their marketing too. Learnt about it, applied it, nutured it, and then reaped the rewards.


  3. Great post.

    Before I became a recruiter — I owned an Inside Sales consultancy called Reliable Growth. I always taught my business development method as a four part process: Plan, Sow, Nurture, and Reap. The breakdown of the training program can be seen at http://www.reliablegrowth.com/whatwedo.pdf

    You can also discussed in my article “Using the Internet to Develop New Business” at http://www.reliablegrowth.com/fall.pdf

    BTW, the Grandaddy of Nurture Marketing is Jim Cecil. Excellent speaker. Changed my life. See http://www.nurturemarketing.com


  4. I know I am posting late, but so compelling I had to comment. I like the dating analogy for the following reasons:
    – first impressions matter
    – you need make a point of understanding your “target” and catering your messaging
    – you cannot jump ahead and ask them for their hand, when you are just on a first date and getting to know them
    – focus and personalization alway wins

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