Lead Generation Strategies That Start With The Letter "O"

Today we look at the letter "O":

Offer: If content is your number one priority, then your offer should be a strong number two. To shake people out of their complacency, a strong offer is needed to motivate them to take action. The offer should be related to your product or service. Giving away a free iPod is nice and will drive traffic, but it doesn't usually relate to your core business (unless you are in Telco). Studies have shown that C-level executives don't respond well to discounted offers early in the sales cycle. Consider offering a benchmark analysis, audit or some other service that will have an immediate and deep impact on your prospect's business. Free trials can be effective, along with private access to an industry expert or analysis. View your cycle not as the seller, but as the buyer. What does your prospect need at any given point of time to move to the next step? Once you determine that, you will have greater clarity on what offer you should provide.

Stay tuned for the letter "P"