Internet for Lead Generation and Tracking
Wouldn’t it be great if every morning you turned on your computer
and there were several targeted leads waiting for you in your email
inbox? Why not position your Website to be your 24/7 salesperson,
gathering leads for you? No more cold calling – let your Website do
the dirty work for you, offering you warm leads on a daily basis.
Internet is the cheapest method of gathering leads, and you should
be taking full advantage of it. In addition, Internet leads can be
tracked with precision, so you know exactly what you are spending
for a lead. So how do you go about using the Internet and your
Website to generate targeted leads? Here is a short list of
effective lead sources:
in mind that the Internet is a limitless resource for leads, and you
are only hindered by your own creativity in finding the best lead
sources for your business.
is instantly available to anyone who has a credit card and an
Internet connection. Google displays ads on search pages as
individuals search for relevant information. This is called search
targeting. The searcher is looking for a widget, and the ad for
widgets appears on the sponsored listing areas of Google. The ad
campaign is charged when a visitor clicks through the ad and onto
the subsequent Web page. The position of the ad is determined by the
bid amount the advertiser is willing to pay, and daily or monthly
maximums can be set so advertisers stay within their budgets.
Google Adwords is an excellent lead generation tool if you
understand what your online audience is looking for when they search
for your products or services. In addition, you need to optimize
your ad campaigns by monitoring the results to improve click through
rates (CRT). The best way to do this is to create a unique ad, and
then test different versions to determine which combination of
headline and description gets the highest CTR.
you will want to increase conversions on these ad campaigns by
creating specific landing pages for your ads. When someone clicks
on your Web page, you have about six seconds to convince them that
they have landed in the right spot. Make sure the landing page
contains the searched phrase in the top left-hand corner, where the
searcher’s eyes first view your page.
and sites like it connect millions of active buyers to a network of
suppliers in more than 125 product and service categories. BuyerZone
matches buyers with the most appropriate suppliers for their needs. Buyers receive competitive price quotes and can access expert
purchasing advice. The service is fast and free. Suppliers receive
the buyer's quote request, which turns out to be extremely targeted
leads with high close rates and impressive return on investment (ROI). The supplier network consists of over 2,000 top national and local
vendors who represent more than 100 categories of business products
Industry Specific Lead Generation Sites:
Google search to find specific lead generation sites for your
products and services. For instance, search “lead generation
automotive,” and you will find sites like dealer.automotive.com. There are similar sites for the mortgage, education, insurance,
manufacturing, and communication industries. There are even
companies like salesgenie.com with databases of leads that you can
purchase. The only caution in trying these services is to do your
homework to make sure the leads will be targeted for your business.
can improve your lead generation by placing ads on social networks. The more specific the network, the more targeted the ad. Many of
these social networks have site search capabilities. When a site
search brings visitors to a page with targeted ads, the CTRs
dramatically increase, because not only can you tailor the ad to the
content the person is reading, you can target the ad to the type of
person searching. All types of ads can be used on social sites:
banner ads, text ads, and video ads. What’s different with social
targeting is the ability to reach visitors more precisely and not
worry about offending someone with your ad – they will be shown to
people with similar interests. It’s been proven that people
actually welcome and click through ads about their interests.
Social marketing enables you to reach people who potentially would
be interested in your content but might never discover your site. Look at some of the most popular social sites, such as facebook.com,
technorati.com, and youtube.com, to review their targeted ad
Your Own Website:
Almost all your prospective customers will visit your Website before
contacting you. Does your Website move them along the buying
process, or does it turn them away? In many cases, you will need to
change your site from an online brochure into a lead-generation
funnel. Your Website should contain items like success stories,
case studies, white papers, FAQs, and other items that instill
confidence to convert prospects into warm leads.
Web Analytics Tools:
you have leads coming to your site, you will need to be able to
measure the quality of those leads. You’ll need some kind of Web
analytic lead-tracking software, a tool to monitor site visitors,
referring Websites, and what these visitors are doing on your site. For instance, do you know what percentage of visitors fill out a
contact form, download something, or at least visit your contact
page? This will help you see the percentage of visitors who have
started down the sales funnel, and you can begin to track them.
free Web analytics tool is Google Analytics. Analytics software
requires you to place “hidden” code on your Website pages, and it is
best to place this code at the top of each page so you don’t miss
are even more robust tools, although they are not free, which track
Web analytics, such as WebTrends and ClickTracks Professional.
more than 8 billion people searching the Internet daily, the
potential to use it as a lead generation source for your business is
limitless. Search the Web yourself, as though you were a potential
prospect for your services or products, and see what you find. You
may surprise yourself with the potential lead generation sources you
find in just a few minutes.
is a freelance writer.
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