Posted by: johnocunningham | November 3, 2014

Best Blog Posts of October: Top 3 Lead Generation Tactics

This is my twenty-third post in a series of monthly features that I have dubbed “Best of My Blog Roll.” The concept is simple – at the end of a month I peruse my own blog roll (see that column on the right) for material created by other bloggers that I think is most worthy of sharing with others, and then I report on it here.

For the month of October 2014, I have chosen to highlight  “The Top 3 Successful Lead Generation Tactics” by Stephen Fairley at The Rainmaker Blog.

I liked this post because it highlighted the results of a recent international survey of 50,000 corporate marketing leaders from different size companies in different industries.

These leaders were all asked about their “most effective tactics… to generate leads” for sales.

Two of the top three tactics – email marketing and content marketing – rely upon effective communication about practical topics that will engage a targeted audience. A total of 90 percent of marketing pros in the survey ranked one of these two lead generation tactics as their most effective.

In my own experience, professional service firms benefit from effective email and content marketing, as well as commercial corporations. Not only do clients and prospects sometimes respond to a firm that sends out useful content that is well-packaged, they also remember the name of the firm even when they do not respond to it, raising the “top of mind awareness” of the sender’s brand and the value perception associated with it.

As a result, the recipients are more likely to call you about a matter in the future even if they don’t call you right away (and usually they do not call immediately as there is no magic content that can hit all recipients at just the right time in just the right way; plus, it takes time to get people to read your content by building a reputation for providing content that is more than the ordinary pablum sent out by too many firms).

Have a great content marketing idea you want to share? Post a comment here.

And feel free to check out my own presentation on popular forms of content marketing by clicking on: ContentMarketing .


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