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Quick Guide to Lead Generation

What is lead generation?
Lead generation is not a new concept, but the popularity of the Internet has made is so that a business can outsource its lead generation activities and receive great results. There are many companies that specialize in generating leads for other companies. Lead generation companies use their own, proprietary methods for collecting leads in specific categories and then they distribute to various clients. Clients can generally pay per lead or pay per hour; payment structure really depends on how the lead generation company is structured.

How your company can benefit from outsourcing its lead generation activities
Many companies don't have the budget or the ability to generate a steady stream of leads. Therefore, they look to outsource their lead generation. By outsourcing this activity a business can save time and money by not having to develop an infrastructure to generate leads.

A company can take a small amount of its marketing budget and earmark it for lead generation. Think about how nice it would be to come in every morning to find hot new leads in your inbox.

Lead generation can be an extremely cost effective way to increase your business.  If you happen to close 10-20% of the leads you get from outsourcing, then your return on investment can be significant (depending upon the price of your services).

How to make the most of your lead generation activities
You have to be a good salesman or have your sales process dialed-in so that you can make the most of lead generation activities. These are leads, not sales. You still need to get on the phone and call these leads in order to close the deal.

Set a reasonable budget for lead generation. Something that won't break the marketing piggy bank, but enough to allow you to properly test out the service. If you stop after only a couple of leads, then you haven't properly tested out the service.

Take the time to talk with multiple lead generation companies to see who is the right fit for you. Happy lead hunting.

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