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Marketing Tip: Buying Leads And Lead Generation Is Tough

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  • Marty Bradfield
    A Free-Reprint Article Written by: Marty Bradfield Article Title: Marketing Tip: Buying Leads And Lead Generation Is Tough See TERMS OF REPRINT to the end of
    Message 1 of 2 , Oct 28 9:00 AM
      A Free-Reprint Article Written by: Marty Bradfield

      Article Title:
      Marketing Tip: Buying Leads And Lead Generation Is Tough

      See TERMS OF REPRINT to the end of the article.

      Article Description:
      There are a lot of industries where business people rely
      upon buying leads to drive new business for them... For
      example: colleges and other schools, insurance agents, real
      estate professionals, mortgage brokers, and network
      marketers are constantly buying leads to find new

      Additional Article Information:

      1080 Words; formatted to 65 Characters per Line
      Distribution Date and Time: 2010-10-28 11:00:00

      Written By: Marty Bradfield
      Copyright: 2010
      Contact Email: mailto:marty.bradfield@...

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      Marketing Tip: Buying Leads And Lead Generation Is Tough
      Copyright (c) 2010 Marty Bradfield
      Multiple Traffic Streams Report

      There are a lot of industries where business people rely upon
      buying leads to drive new business for them... For example:
      colleges and other schools, insurance agents, real estate
      professionals, mortgage brokers, and network marketers are
      constantly buying leads to find new prospects...

      Leads are nothing more than people who have already shown an
      interest in purchasing what you sell... Leads can be purchased
      for as little as one dollar each and as much as $100 each,
      depending on many factors, but more importantly on the industry
      for which the leads have been collected...

      The factors that can influence the cost of a lead includes:

      * Industry;

      * Source of lead;

      * Quality of lead;

      * Age of lead; and

      * Number of times that lead has been sold.

      The first person to buy the lead will always pay the highest
      price for the lead...

      I was reviewing one company that specialized in generating leads
      for the auto insurance industry... The first person to buy that
      lead was charged $25 for the lead... The person buying the lead
      was only guaranteed the first contact for a period of three

      The second person to buy that same lead received no guarantee of
      second contact... The second through the eighth person to buy the
      lead paid approximately $12 for the lead... This set of business
      people were only assured that the lead was less than seven days

      During the second week, after the lead was generated, the lead
      generation company would discount the lead by another 50% and
      offer it to another seven insurance agents for another week...

      The dirty little secret of buying leads is that by the time you
      get those leads that cost under $10 to purchase, chances are very
      good that your lead has already made a purchase or a purchase

      If you count yourself lucky to have found leads for only a couple
      dollars each, be advised that those leads are likely at least 30
      days old and the person has already been contacted dozens of

      Quality Of Lead

      You will hear many people, who are in the business of buying
      leads, talk about the perceived quality of the leads they buy...

      Business people are accustomed to being told no, but when it
      takes 20 or 30 phone calls to get a sale, the lead is perceived
      to be very low quality...

      The age of a lead and the number of times that the lead has been
      sold will be a really good indicator of the quality of the lead
      that is being purchased... That should be pretty obvious to
      everyone involved...

      But, there is another factor that should be measured into the
      quality of a lead that is far less understood...

      How did the lead generation company acquire the lead?

      These days, a lot of companies utilize the Internet to develop
      new leads that they can sell... Other companies use television
      advertising to generate the leads they sell...

      If you watch any television at all, you will have seen the
      commercials for companies that develop leads to sell to other

      For example:

      * There is the girl in her pajamas and fuzzy slippers, who talks
      about how she can go to college from the comfort of her home and
      in her pajamas... That advertisement is for a company that
      specializes in selling leads to various schools and colleges...

      * Without giving free advertising to any specific company, there
      is another company that advertises the availability of
      work-at-home opportunities that promise people that they can work
      part-time at home and generate an income of $3-$5000 per month...

      Now that you have read this article and seen these examples, the
      next time you see those commercials, your eyes will be opened...

      Lead generation companies have a real challenge to overcome...

      Not only do they need to reach the right people and to reach them
      in volume, they also have to target their lead generation
      precisely for a specific industry...

      Real estate leads is perhaps one of the easiest ways to make this
      distinction... Say for example an individual indicates an
      interest to move from New York to Texas... Texas is an awful big
      state... If the prospect indicated an interest to move to
      Corsicana Texas, connecting that person to a real estate agent in
      Dallas Texas is probably a bad idea... Sure, it is only an
      hours' drive away, but if you have ever been there, the two
      locations are as different as night and day...

      Corsicana Texas is a small town of approximately 25,000
      residents, located 55 miles south of Dallas Texas on Interstate
      45... It sits just outside of the Dallas-Fort Worth-Arlington
      Metropolitan Area, which has an estimated 6.5 million

      The average real estate agent in the Dallas-Fort Worth-Arlington
      Metropolitan Area will be unprepared to find homes and to show
      homes in the Corsicana Texas area...

      The point is that the quality of the lead will often be
      determined by the precision used to define the lead...

      Buying Leads Versus Lead Generation

      If you should choose to do your own lead generation, the quality
      of the leads that you generate will often be light years ahead of
      the quality of the leads that you can buy...

      However, generating your own leads can be time-consuming and
      expensive... The problem most business people face when trying to
      generate their own leads is bringing enough traffic to a website
      to justify the cost of doing so...

      Depending on the industry and the lifetime value of a customer,
      your capacity to generate leads may not require a lot of

      If you are able to develop an effective lead generation system
      for your business, you may only need to generate an additional 5
      to 10 leads per month in order to keep your business

      If you choose to go the route of developing your own lead
      generation website and system, it would serve you well to learn
      the traffic generation techniques that professional online
      marketers use everyday...

      There are many places online where you can go to learn about
      developing targeted traffic to your website, traffic that is
      pre-qualified for your offer, thereby increasing the quality of
      the leads that you are able to generate for yourself...

      If you choose to develop your own lead generation funnel, the
      best investment you will make towards the success of your
      business will be the education that you give yourself about how
      to drive traffic to your website and market your business

      Marty Bradfield teaches the Basics of online marketing and
      Cutting Edge Techniques used by online marketers, to develop lead
      generation systems for new businesses. He recommends the 80-page
      report that outlines 35 Proven Traffic Generation Techniques used
      by professional marketers to build their online businesses:

      --- END ARTICLE ---

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