Lead Generation Strategies for Small Businesses Explained

Lead generation is the act of getting suspects (people that you ‘think’ may want your product or service) to ‘raise’ their hands so you can actively market to them.

Remember the definition of marketing is: “getting someone with a need to know, like and trust you”. Lead generation is effectively identifying those people who have a need.

Effective lead generation doesn’t have a magic pill. You should create 10-20 lead generating initiatives based on your core marketing message and product offer(s).

In Duct Tape Marketing lingo, think of it like Duct tape, the more layers you apply the stronger it becomes.

Public Relations, Advertising and Referral Marketing are the lead generation trio.

The Public Relations definition that we use in our duct tape marketing practice is: getting positive mention of you or your company in newspapers, magazines, news shows, newsletters, websites and journals read by some portion of your target market.

Most small business owners are using a ‘copy cat marketing’ strategy or an ‘ostrich marketing’ strategy. When someone uses these types of advertising strategies they tend to get lousy results. Advertising, when done right is seldom matched in its ability to generate new business rapidly.

Referral Marketing: According to the duct tape marketing definition is simply put, a specific set of strategies and tools designed to bring the small business owner new clients, qualified leads and repeat business without the aid of, or in addition to, other advertising methods.

Next week we will focus on each individual strategy and give some ideas on how you can incorporate them into your business.