What’s Your Simple Lead Generation Blueprint

Main Message

A marketing plan dives deep into different functions so as economy, market research, competitors, pricing, etc.  Creating a lead generation plan helps you create a process that generates leads, and improves on your probability of closing more sales.

If you focus on the input, instead of the output, your results will be great in my opinion. Understanding how it happens, and creating a near perfect procedure allows you to see possible threats, potential opportunities, develops your strengths, and speeds up the process.

“The success of a lead generation program is not because of one single marketing element. Instead, it’s about the combination of all the marketing activities and offers and how they work together to engage the prospect and guide them through (or out of) the lead flow funnel quickly.” – KickStar Alliance

Damian Sullivan - CEO & Founder of Digital Marketing Hack
Damian Sullivan CEO & Founder of Digital Marketing Hack

One of the most important pieces I pulled from this article was a different view on to create a lead generation program by combination of a “push” and “pull” technique. This resonated with my since as a weightlifter I use a push and pull method as my most effective way to gain muscle.

They define a push activities as attacking your current database of leads (and information) and crafted to fit a one-on-one marketing approach.

Just like working your chest won’t improve your total technique, you need to do the basics, and that involves first finding a gym. Think of finding the gym as a metaphor for making yourself visible to the community and let them know you are open for business.  Being discoverable within your local or global market.

Create & distribute content that pertains to the problems of your buyers, or situations they are trying to solve, right where the customer visits.

Think of pull activities as a great mentor or great coach. They highlight your expertise, showcase your knowledge, and helps differentiate you from your competition.

Just like the Patriots and Texans both have their style of play, your style play is different from your competitors, and you should be on the offensive side and attack that.

My important highlights I pulled from this piece are the activities:

Push Activities - Providing Solution Thoughts

  • Marketing Channel – Email
    • Tools: Jigsaw or Hoovers
  • Understand their business/operations/technical problems
  • Approach: Solution focused

Pull Activities – Driving Awareness & Increasing Interest

  • Marketing Channel – Programmatic Buying, Storytelling, Display ads, Anything with a high reach and platform
  • Approach: Decisions happen behind the scenes, collect information

Company-Hosted Event – Physical Engagement

    • Marketing Channel – Webinar, In-Person Event, Trade Shows etc.
    • Approach – Solutions in Action

The Follow Up

    • Separate these leads from your current leads, this mixes the good leads with the bad leads.
      • Separate list
        • Attended & registered
        • Registered & didn’t attend
        • Didn’t register or attend

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