lit pathThe other day I was conducting an educational workshop for folks interested in becoming Duct Tape Marketing Coaches. At one point I talked about presenting workshops as the primary way that coaches acquired customers and that it was an essential success factor for prospective coaches to consider.

One of the attendees then asked that, “if speaking for leads was the tactic that worked, why bother doing anything else?” And this, I fear, is at the heart of what trips some small business marketers up.

Lead generation, nurturing and conversion is a game of trust and momentum building and no matter the actual environment in which a customer is acquired, the path taken to getting them is usually lit with many other marketing related lights. In my example above, while it’s true customers often make the decision to hire a Duct Tape coach when they attend a marketing workshop, the decision process started perhaps, because the prospect had heard of Duct Tape Marketing, read about the workshop in the local paper, had a friend invite them to the workshop, and read testimonials and success stories on the coach’s web site. So, in effect, the workshop was merely confirmation that this individual might be someone that could help.

This is why I often talk about the need for lead generation to be approached from many different angles. It’s an approach that allows you to blend the factors of cost, control and credibility to make your business much easier to find. It’s my belief that every small business marketing plan should contain consistent forays into advertising, public relations, and referrals as a sort of strategic lighting of the path to your business. Of course, throw in the fact that more and more businesses are being found by way of online search and you’ve got an even more compelling reason to take this multi-faceted approach.

Advertising – used in highly targeted, trackable ways to promote awareness of your education based content, such as white papers, audios and seminars, advertising carries the highest cost and lowest credibility, but is the only lead generation tactic you can control completely. Advertising works when conducted as described and must be part of the overall mix.

Public relations – PR is such a powerful, credible and low cost tool and is an area that is often underutilized by small businesses. There’s no real magic to generating positive press. It’s a game of building relationships with a handful of key journalists and committing to putting announcements and small stories out every month using a combination of local press contacts and online social media tools.

Referrals – referral generation is mostly a process of finding ways to be more referable first. It starts with a mindset of making every customer a referral source and making it easy for them to do so. Once this is in order you can move to building a network of strategic partners that you can rely on to refer your customers confidently as well as receive leads of the highest quality.

While most businesses find they develop a primary lead generation tactic, it’s the thoughtful combination of repeated contacts, consistently placed, that leads to the greatest long term trust building marketing.

Image credit: Marc Smith

Reblog this post [with Zemanta]
Join Our Content Community
Please leave this field empty.

First Name

Last Name

Your Email (this will be your username)

Password (at least 8 characters, 1 number, 1 upper and lowercase letter)

Already a member? Log In

John Jantsch

John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network.
  • I could not agree more. And I like the fact that you point out how advertising needs to be a part of the larger marketing effort. So many companies take a “shotgun approach” which does not work, neither does relying on one effort alone. You need cohesiveness and targeted goals and map out the paths by which they can be achieved. Good stuff, thanks!

    • let's repeat – accountable advertising!

  • This is great info that all could use. Thanks for sharing.

  • Great article. Too often entrepreneurs and business owners operate in a constant state of overwhelm. They know marketing and lead generation is important, but they are just too busy to dedicate time to it. So, once they find one method of lead generation that works and they stick to it like glue, neglecting the others areas of marketing and communications and the results start to slip. I work with my clients to systematize and automate as much of their marketing as lead generation as possible, so they can focus on building a better business and egaging their clients and prospects in more meaningful communcations. I appreciate your article as a reminder to keep the marketing and lead generation diverse for long-term success.

  • morne

    I have found your Blog (article) on Google and read a few of your other posts. Brilliant! The internet, and blogging in particular, needs a lot more quality marketing information like this, I just added you to my Google News Reader. Look forward to reading more from you in the future.

    If you want, you are more then welcome to visit my website by Googling (Mortgage Plus cc).

    We are bond originators in South Africa, who is dedicated to procuring and arranging highly competitive mortgage lending rates to existing and new residential bondholders and we shall private a seamless transaction which not only results in substantial savings to the client, but which is also effective and convenient.

    Ps: Keep up the good work. !

    Yours truly,

    Morne Prinsloo
    Mortgage Plus cc

  • I totally agree. Accountable advertising all the way!

  • I totally agree. Accountable advertising all the way!