If you are considering lead generation be prepared that this can be an expensive part of your budget. Unfortunately, with out targeted leads, you wont have much success with converting sales. So lead generation is part of the game and you should not ignore.
Fortunately there are a few good lead generation companies that have on histories of helping businesses grow. These companies focus primarily on the front end of the sales cycle. This is what allows the sales teams to dedicate more time to closing the sale. and the marketers more time on setting up the sale and screening for the best prospects.
When considering a good lead generating company, there are a few things you should consider.
Do they specialize in cold calling, direct mail, internet, telemarketing? Each company has there specialty but will claim to do it all. Get a reference of their clients that they are using and document who they are. Check back with these companies after 30-45 days to determine if that are still using this lead generation company. If they are then this a very good sign, most business will bail quickly if leads are no good.
Its important to project on a spreadsheet what you r lead cost will likely be and what you profit will likely be. Be sure to do research extensively on the very different scenarios of conversion for your industry. Obviously its wise to chose the worst case scenarios and hope for the best. Ask around, many businesses will tell you their conversion ratios, some lead generation companies will be brutality honest but will by nature lean on the optimistic side.
Direct mail can be one of the more expensive type of campaign to reach out to but has the ability to be quite targeted. There are many proven mail pieces that are still working nicely year after year.
If you are choosing to generate leads online, you must be certain of the type of action you want the prospect to take. Are you just focusing on collecting contact information in trade for a e book guide? or are you going to ask for credit card information and offer a 2 week trial that automatically charges their credit card. This type of lead can run $30-$45 but has proven to be highly converting.
Some questions to be sure an ask are:
What kind of leads are they generating and how many.
Are they exclusive or semi-exclusive, Are the leads refundable?
Other financial products work well with the lead generation system like generate leads, debt leads, marketing leads, for a lead generation company.
For lead generation information try Targeted Leads
