Category Archives: Lead generation

5 Reasons Why Text Marketing Will Trump Email Marketing

Text marketing is poised to become the next generation of connecting with your prospects and customers.   Think about it.  When you leave home, what do you take with you?  If you’re like most people, you take your keys, your wallet and your cell phone (way more often than you take your PC).

Here are some startling statistics that will make you wake of and take notice.

1. Market size
Cell phones usage is on track to reach 5 billion over the next few years versus 1.8 billion internet users. This makes the mobile marketin three times larger. If you’re going for volume, it would silly to ignore this statistic. Even if you market to a niche industry, the chances are the buyers are mobile enabled.

2. Technology advances
51 million mobile users are on smart phones.  Costs continue to drop and technological capabilities continue to improve.

95% of mobile phones have texting capabilities.  73% of new mobile phone buyers say text messaging is the most important feature.  (Do your teenagers answer or return your calls to their cell phones as quickly as they do your texts?)

3. Usage
Every type of mobile interaction is on the rise. 50% SM interactions happen on cell phones. Online networks now send text messages to alert users of status updates.  Mobile apps are almost addictive and keep users ‘plugged in’ to their mobile phones more than ever.

4. Supply vs. demand
350 billion text messages are exchanged monthly. Only 15% of texts include a marketing/commercial message, yet 30% consumers want coupons sent to phones.  This represents a huge gap in unmet needs. Consumers are looking for deals they can access at a moments notice as they are out and about shopping and running errands.

5. Efficacy
Text open rates are 90% vs 8 – 12% for email and 2% for print. Gen Y & Zers actually consider email passé. Some universities have actually stopped distributing email accounts.

So if you’re interested in continuing to connect with your market, you must start incorporating new strategies that reach them where they are.

3 Reasons You Must Use Mobile Marketing

Why should you be interested in mobile marketing?

Think about it, when you leave home, what do you take with you?

If you forget one of them, do you head back to get it?

Do you feel naked without it?

1. Gen Y and Z consider e-mail passé.

2. There are 5 billion plus cell phone users vs. only 1.8 billion Internet users

3. 30% of all search queries contain a city, state or zip code.

Mobile marketing is particularly important if you have a storefront and are trying to get traffic to your store.

It’s no longer critical to even have a website since there are many online vehicles where you can have an online presence.

The important factor is that more and more people are buying smart phones and letting their fingers do the walking by searching for products and services from their phones rather than their desktops and definitely not with paper directories.

So make sure you’re getting onboard with this trend and stay tuned for more tips about how to get started.

How to Create a High Quality, Targeted Lead-Generation Machine

Lead-generation is one of the steps in the sales process many businesses struggle with. Here are some effective and not-so-effective ways to pull prospects into your business.

List brokers are helpful but not all brokers are created equal. Not all lists are equal.

Some brokers sell information that is not useful.  They give you what you ask for but it’s old and out of date.  Or they may sell you information for which they are paid the highest commission from the company that actually owns the list.

There are three types of lists
1. Compiled lists – based on attributes (Demographics like age, zip code, marital status, mortgage amount). These are the least expensive but they are also the least responsive.

2. Response lists – purchasers of similar services/products. These lists include actual buyers.  If you’ve ever purchased products from a catalog, you’ve probably noticed that you started receiving catalogs from other, similar companies. Someone sold your name because you demonstrated that you spend money in certain areas. It indicates you’re likely to do it again.

These lists are more responsive to related offers and therefore are more expensive to buy.

The downside with these types of lists is that they are generally sold as one-time-mailing lists. The brokers embed a few “test” people with addresses that secretly go to them. So if you try to use the lists again, the brokers will know and likely charge you a penalty.

3. House lists
The best list is one you have compiled from your own customers, prospects, certain contacts in your social networks, visitors to your website.

The key here is that you must COLLECT these contacts and compile them into a list so you can follow up with them.  It’s rare that people plunk down a substantial amount of money on your table the very first time they encounter you.

However, When you cultivate the relationship by consistently offering value and staying top of mind, they are more likely to purchase from you rather than your competition when they are ready.

This is where the machine kicks in.
1. Drive traffic to your website or blog. Use SEO or create organic (FREE) traffic through article and video marketing.

2. Have a COMPELLING way to collect the contact information from your visitors.

3. Create an automated follow-up system for these visitors as well as people you’ve met through other venues (so long as they’ve agreed)

4. Use your follow up system to build credibility, trust and create relationship with them. Then periodically and over time, introduce them to and give them opportunities to buy from you.

When you automate your process, you’ll create a lead generation machine.  When you focus on creating value with those leads, helping them solve problems and demonstrating your expertise, you’ll be able to convert your leads into sales.