Lead generation – in whatever form – is all about communicating with your audience, engaging them, finding out information and letting your target market know that you understand their requirements, difficulties and business issues. You also have to let them know that you can use your own knowledge to bring real business benefits.
I always liken lead generation to a conversation in the pub with a stranger, and as with different companies’ lead generation tactics, there are also different types of people you meet in the pub.
The Boaster
They do everything and they do it well, or so they say. All they do is talk about themselves and how great they are. Whenever you can get a word in to say something, they have already done it but bigger and better.
The Bore
These people are very knowledgeable about the subjects they talk about, but they don’t bring any personality to the conversation. They aren’t interested in talking about what you want to talk about, only what they know about.
The Inquisition
All these people do is fire off questions one after the other and gather information. These questions never seem to open up into a conversation before the next question is fired at you.
The Chatterbox
These are quite similar to the bores as they only want to talk about what they know about, but when these start talking they never shut up. You never get the opportunity to talk or ask questions or join in the conversation.
I’m sure whenever you have met these people you try and get away from them quite sharpish and you’ll be in no hurry to meet up with them again or progress a friendship with them.
Now think of those strangers that you have met where you have had a good conversation or gone on to become friends, what was different about these experiences?
Normally quite early on in the conversation you’ll find something that you have in common, neither of you will dominate the conversation, you’ll both ask questions and take an interest in each other and it won’t feel pressured.
Lead generation is no different from a good conversation. Both of you should find benefit in the process, enjoy it, find common ground and want the relationship to continue.
This is where the importance of what you are communicating comes in. You don’t just want to tell people about how great you are, or just talk about yourself and what you have achieved.
Treat your lead generation and pipeline management communication in the same way you would having a conversation in the pub and you will find you get better results.
Check out some of our other blogs and take a look at some of our case studies to find other ways we can help with your Lead Generation campaign! Or give us a call to chat on 0115 882 0116.
