Targeted Sales Leads | Marketing Sales Lists

Sales leads

All sales leads are not alike. Many of the consultants and salesmen I come across are too focused on the 2 dimensional definition of a lead. They are easily sold or expect little from a lead because that is how they have been told to expect leads to be. The truth is some sales leads are better than others. How does one focus on the better leads and get away from the not-so-good sales leads?

Mining the internet you will find books and classes and websites that offer many types of lead generation tools and techniques. Sales leads are elusive to master because there are often so many ways to get stung and so many companies doing the stinging that one can get jaded and flustered very quickly. Distrust is high among those that sell sales leads (by the sea shore) so we go out of our way to first understand our clients’ needs and then show them a path to success that is neither cookie cutter nor rainbows and unicorns.

Developing a target audience and tuning your SEM/SEO keyword selection, targeted mailing list selection, and of course your message and your brand to the right audience will generate ideal sales leads. If your industry is complex, you need good sales leads for your high end sales experts.

Sales leads should be as detailed and as difficult to create as the product you offer. For example, if you sell a basic product or consumer offer, you don’t need an evolved customer – a simple cold call list can often do the trick. Calling someone out of the blue for a medical device, home mortgage, or new dishwasher may get you hung up on and that is why you need a sophisticated way to generate sales leads.

To make the perfect sales leads, use a combination of the right audience targeting and the simplest & attractive offer to inspire interest in your product or service. Don’t expect to ‘build it and they will come’ – the key is to market it and create the right experience for them to come and bring their friends!

In general, sales leads are a trial and error process and you need a trusted partner to help you build a lead generating machine. Once you find a niche and method, tweak and build it out in as many other variations as you can to expand your business and footprint. Optimize your website, maximize your pay per click marketing, expand your direct mail efforts, develop a TV or radio campaign. Whatever you do, make sure you create your own sales leads and try to avoid companies that offer it all and fail to deliver because your company is not part of the branded experience.