Mining for New Prospects:Win Clients with Superior Lead Generation

Lead Generation means just that-generating leads.  It is the process by which new prospects or clients are obtained for data base building, speciality lists, newsletters and for getting those great customers who will buy your products and services.

Marketing Techniques for Lead Generation Include (but not limited to):

  • White papers
  • Articles
  • Advertorials
  • Email marketing
  • Web marketing
  • Direct mail
  • Blogs
  • Brochures
  • Seminars
  • Sales letters

In each of the above methods, lead generation succeeds by including in it a call to action which usually involves contacting someone and leaving a name and contact information in exchange for a free gift which takes the form of a free report or means of additional information.

Open Your Door to Web Visitors and Invite them to Stay


Online Marketing is simply the process by which you capture that web surfer and net browser, hold  his attention and after educating him, convert that reader to a buyer of your goods and services.

Simple definition for online marketing but…. maybe not so simple

There are several core facts to keep in mind in online marketing:


  •  Pick out the key words that consumers will search you by
  •  Add these key words into the text of your landing page
  •  Make sure the landing page is simple to read
  • The landing page must be easy to navigate- take them to the endgoal
  • Most importantly the landing page must be captivating


You want to be Contagious

Article marketing creates a viral phenomenon.  When well  written, informative and compelling, your article gets quoted in the social media and gets picked up by ezines, traveling through cyberspace, soaring to new sites.

You get quoted in other articles and websites.  You are viewed as an authority.

With the links that you insert into the article, as you spread, new contacts are then referred back to your website.

Who knows?  Maybe you’ll find that YOU  are quoted at the next dinner party!

What are Blogs For, Anyway?

A well written blog:

  • conveys your message
  • enhances your image
  • keeps you in touch with your  database of clients or friends
  • increases your search engine rankings.

 Sprinkle your keywords liberally into the headlines and body context of your blogs. Link them to your service and blog which increases your ratings in Goggle and Yahoo searches. Spiders crawling through the web will love your site.

This is all well and good but you can’t just string a bunch of keywords together. Write the way you would speak, complete with your common expressions.  This will keep it friendly, make it easier to read and keep your reader interested.

What’s In It For Me? 

While writing your blog, this is a question that you need to keep in mind for your reader.

No one wants to just read some inane activity schedules like you just went out for a taco and picked up your laundry.  This is the mistake that many people made when they first signed on for Facebook and Twitter.

Social Media can be powerful but only if it is used correctly.  More on that in the next blog!

Stay in Touch

You solicit  clients, new or old and they can’t use your product or service now.

Feeling rejected? Don’t be!  This is an opportunity.   When they are ready for your product, you  want your name to come to their mind.

How do you get them to automatically think of you?  Telepathy?  A witchdoctor spell?

Be sensible.  What will enable you to “speak” to them without being a pest. Something that they will actually look forward to.

Can’t guess?

Simple- a newsletter.  

Writing a newsletter chock full of information they can use or learn, something of great perceived value, will be a great way to stay in the minds of your clients.  They will not only think of you, they will look forward to communication from you.

Informing or communicating with clients is a great way to let them see that you are a problem solver and when they need “a problem solved” or a product or service, you will be the one that they come to.

You give advice everyday.  Pull up a chair to that computer and get it down .  Now.  The time is right.

Sending virtual  newsletters cost nothing to send.  Without the overhead, you can send them information “hot off the press” and frequently.

So what are you waiting for?  Get those ideas passed your head and the keyboard.  I’ll be looking for it!   

Business-to-Business Copywriting Assistance

Business to business copywriting (aka B2B) is your virtual salesman-one who is there to present you in the best light, generate leads, enhance your data base, increase sales and improve the close rate.

Unlike writing directed to consumers, Business-to-Business copywriting is logical and based on fact, not geared to elicit emotions.

The average person in the workforce is working longer hours and has less time for reading material.  You therefore must make your copywriting simple, easy to understand, compelling and “scan able”.

Business-to-Business Copywriting Today Requires You to Talk to Me as a Real Person

The average business-to-business writing is dry, corporate rhetoric with technical terms and is very dull.

On the other hand, the really effective businesss-to-business copy justifies any purchases by an attractive return of investment (ROI).

In addition, when done well, business-to-business copywriting will provide:

  • Specifics, not generalities
  • Answer what is in it for my company and me
  • Tell me your guarantees
  • How I can test your service, company or product for little or not money
  • A comparison between the same or similar products with competitors

When you see good business-to-business copywriting, you will appreciate it immediately because you wil understand the product or service, want to obtain it, and feel good about it.

In addition, unlike reading technical manuals, your virtual B2B salesman will save you time and money and keep your prospective customers riveted to their seat.

What’s Your Type?

You have slaved over picking out just the right words.  But how do you say them in print?


Studies show that Ariel or Times Roman works best online.  Courier typeface works best in sales letters offline.  Split tests have shown that Courier outdraws any other font.  One gets a more personal and urgent  feel when reading that  typewriter personal “from my home to yours”  style.

In the headline, use both upper and lower case letters. It is easier to read.

Serif typefaces in body copy are also much easier to read.  Sans-serif typeface is much harder to read.

It would be a shame to have carefully picked out your words only to lose your reader because they couldn’t actually read the words.

Do You Know the 8 Second Rule?

What is 8 seconds?  

It can be forever to a child waiting for a treat or an eternity for a mother waiting to hear her baby’s first cry.

For a marketer, it’s a key and a blink of an eye.  

The rule is that you have 8 seconds to capture the attention of the reader and attain a positive return on investment.  After that “Poof”- there goes 50 percent of your readers according to Marketing Sherpa studies.