The 3 Legs of Lead Generation

In my humble opinion, lead generation is a 3 legged stool. It’s simple but not easy.

Leg 1: Networking / Referrals: We all know these are the best leads to get. Statistically speaking, they’re easier to close and the time to close these deals are shorter than other sales cycles.

Leg 2: Marketing: Many small companies don’t even have a marketing department. That’s okay. Marketing should do activities that raise a prospect’s hand that says “I’m interested, tell me more!”. One of my old bosses thought that marketing should do anything that gets the phone to ring. I agree. Or respond to an email, a whitepaper, or causes them to visit your website and fill out the “Contact Us” form.

If you’ve maxed out your network and marketing isn’t providing enough leads and opportunities to follow up on, then what?

Leg 3: Outbound proactive sales prospecting: Supplement your sales pipeline by taking personal responsibility and proactively reaching out to new prospects, qualify them and put them in the funnel. It sure beats waiting for the phone to ring.

Proactively sales prospecting combined with social media = deadly combination of increasing your client base and your earnings!

I’m Ray Ruecker with Connect 5000 and wish you a Happy Monday!

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