Lead Generation Strategies

Lead Generation Strategies to Keep Your Pipeline Full

Businesses need revenue to survive.  In order to keep the revenue rolling in your company sales team need to keep the pipeline full.  Experienced sales teams know that a lead pipeline is essential for ensuring sales continue to come in the door.  Most company sales cycles are close to a minimum of 90 days which means if you want a good third quarter it is time to ramp up your sales activities.

Here are ways keep your pipeline full:

  • Cold Calling.  In order for cold calling to work you have to be consistent.  You need to regularly communicate with your prospects in order to secure business via cold calling.  This requires calling people on a daily basis and accurately keeping track of the status of every call and customer contact.  Some deals may take four calls to close, so regular communication is essential.  It is also important to have quality leads, something you can get from
  • Newsletter.  Build up your newsletter database and send regular communications to your customer base.  By staying in front of your prospects you will be able to reach them when they have a need.  You never know when they will have met to discuss a problem and your newsletter could present the solution.  You can use a service like AWebber to build your database with minimal cost.
  • Marketing.  Pick a marketing budget and take out pay per click ads online.  Your company can attract new customers that are completing internet searches for specific things.  PPC is a great way to go because you only pay when someone clicks on your advertisement.  Consider directing people to a landing page for a higher conversion rate.
  • Networking.  This old standby has a place for relationship building and long term sales.  The people in your network can introduce you to people that can use your services.  Since it is a warm lead, the prospect is more likely to entertain you.
  • Referrals.  Ask your existing client base for referrals.  You have done an excellent job for them and they are typically willing to recommend other people that have used your services.  Let them know you are expanding, hiring more staff, and would love to pick up more clients.  This will give them confidence that additional clients will not diminish the level of service you are giving them.
  • Existing Clients.  Your existing client base can often use additional products and services from your company but may not be aware of everything that you offer.  Take time to sit down with your clients several times a year.  Learn about their business and listen for opportunities to sell them additional services.

The most important thing in building your pipeline is to stay consistent and keep track of everyone you are communicating with.  Conduct outbound sales activities every day, regardless of how busy your schedule is.  The easiest way to do that is to set aside a time every day for sales activities.  Create an appointment on your calendar and don’t schedule anything else during this time.  Consider using something like Constant Contact to keep track of who you are speaking with and when to follow up. can help by providing you with high quality leads that ensure you are reaching out to the people that can best use what you have to sell.

Direct Mail Marketing with QR Codes

Direct Mail Marketing Generates Leads & Links to Your Website with QR Codes

Direct mail marketing works!  You can reach prospects and existing clients that are in need of your products and services with a targeted marketing campaign.  By reaching out to a targeted group of prospects you can increase your closing ratios and improve your ROI.  At you can get the lead list you need in order to be successful.

Direct mail marketing has entered the technology era and can integrate with your online marketing campaigns by using QR Codes. 

For those of you not familiar with QR Codes, they are the bar codes frequently being placed in magazine ads, menus, flyers, brochures and more.  When you purchase QR Codes for your company,  the unique barcode is created so you can place it on as many pieces of printed marketing material as you like.  When people scan it (take a picture of it), using their smart phone app, they will be directed to your website.  This is the fastest and easiest way to integrate your physical and online marketing campaigns.  By providing an easy way for people to visit your website, they can be directed to more information and your contact page.  You can also set up your site to track visit and use a retargeting marketing campaign to stay in front of customers long after they have left your website.

Here are ways to create a successful direct mail marketing campaign:

  • Quality Leads.  Determine who your target market is.  Narrow it down as much as possible to ensure that you are only reaching people and businesses that can directly use your products and services. can help by giving you the exact list your company needs.
  • QR Codes.  Make sure your direct mail pieces have a QR code on them for integration with your website.
  • Call Tracking.  You can use call tracking to place a  specific 800# on your direct mail marketing material.  When customers call in off of that number you will know what marketing piece captured their attention and adjust your marketing efforts based on that information.
  • Graphics.  Design graphics that pop.  Don’t send out a direct mail piece with a tiny picture in the corner.  Capture peoples attention with graphic rich marketing material.  Use a professional designer or work with a company like Vista Print that has templates already made.
  • Personalization.  Use your leads list to personalize the message to each prospect. Use their name so that people know you took the time to learn about them in determining that they should receive a mailer from you.  People don’t respond as well to blasts.  Simply using the right name can make a big difference in personalizing your direct mail marketing campaign.

Once you have identified your target customers determine how frequently you want to reach out to them.  This should be at least on a quarterly basis.  Your prospects may not need your services now but by sending a mailer on a regular basis you increase your chances of reaching them exactly when they need you.