Whether you are a lead generation veteran or newbie, the following tips should help get your lead generation campaigns off to a flying start in 2012, Justin Rees argues.
<strong>Contact Contact Contact</strong>
The most important thing to remember for any lead buyer is that all lead performance is a function of contact rates. Whether you buy the best leads or the worst leads if you don’t manage to get hold of enough consumers you won’t be able to make buying leads profitable. Best practice is to follow up each lead within minutes of lead receipt and then attempt contact at least four times per day at various times throughout the day for four days before you can categorically action a lead. And even those consumers that can’t be reached in the four day window should be contacted sporadically over the coming weeks and months which should yield incremental conversions over time.
<strong>Be Patient</strong>
The most successful lead buyers know that it can take weeks or even months to fully assess the performance of a lead buying campaign. This is especially relevant for mortgage leads buyers where the time to completion for each case will be a few weeks at best and in a significant number of cases, quite a lot longer.
However, this doesn’t mean that you have to spend thousands of pounds and just wait. There are various indicators along the conversion funnel which will give you a good idea as to whether you are likely to make lead buying work. These include things like contact rates, percentage of “interested customers”” etc.
