Welcome to Demo 2.0

The purpose of this newsletter is to keep you up-to-date with the latest online marketing and demo practices, tips and examples of what online marketers in the software industry are doing to keep their brand and products in the public eye.

We hope you will find this monthly newsletter helpful and informative. We welcome your personal contributions to further enrich this publication so please don’t hesitate to contact us and share your point of view.

Get “in the know” regarding the generation of qualified online leads

Online lead generation is the process of generating and colleting a potential customer's name, address, phone and other contact information, and that information that is then delivered to the sales force to follow up and to close a sale. This lead generation can occur through online forms, offline promotions or traditional letters, brochures, videos and more. A lead generation company provides both traditional and online lead generation services.

The most important aspect of a lead generation program is the quality of the leads. How qualified are they? How serious are they? What questions have they already answered prior to landing on the salesperson's desk? What type of response method will be the most successful? What stage of the buying cycle are they in?

The combination of online lead generation and traditional marketing techniques can help you build a strong and successful B2B relationship.

Tips for Online Lead Generation:

There are several tips, which can help you create a strategic approach to lead generation.

Make Lead Generation part of your Strategic Sales and
Marketing Process

Don’t undertake a lead program unless it’s tightly joined to your strategic sales process. Begin with a targeted sales plan and visualize it all the way to deal closure.

Keep Your Lead Generation Web Site Simple

An essential tip to create online lead generation is to make sure your web site is easy to navigate and clutter free. Make sure your site looks tidy, with as few colors as possible. You don’t want to distract your visitors from the real content on your site.

Offer a Short Form

Make sure that your lead generation form is short. Too many columns for personal details can irritate your prospects. The design of an online lead generation form and what questions to include, will depend on the kind of information you need from your prospects. Remember to incorporate an auto-generated reply. Once a potential customer submits the lead generation form, the auto-generated reply will immediately confirm the customer’s submission and give you an opportunity to include additional messaging.

Create a Plan to Convert Your Visitors Into Buyers

The sole purpose of your lead generation program is to convert visitors into buyers. Since conversion rate is what matters most when it comes to sales the main point of your ad campaign should focus on the conversion rate for online lead generation, instead of your click-rate.

Put Your Data to Use

Many companies fall short in making use of the data they obtain. Your company’s prospect database is a continual source of contacts for lead-generation opportunities. A good lead-generation campaign should revisit people who were contacted in the past but were probably too early in their buying cycle. These are contacts who were interested enough to respond. Marketing should continue to engage these contacts with permission-based marketing programs. Handing green contacts over to your sales force before they’ve had a chance to ripen will fail to gain favorable results.

Evaluate Your Process

If you want to improve online lead generation, assess every step of your process to figure out how you can improve. Review your customer responses, duration of time that prospects spend on your lead generation website, dropout rate, rejection and conversion rates. Knowing what is happening at every step will give you a better picture of where to pick of the pace to get ahead.