Reactive Sales Lead Generation

Generating sales leads through reactive methods is becoming more common, particularly with the boom of the internet marketplace. Reactive lead generation occurs when little continual effort is required on the part of marketing or sales to bring leads to the business. The leads just call or knock on the door. The most common reactive mechanisms are:

Search Engine Marketing: Through the use of optimized websites or paid search advertising, people perform web searches and your business comes up in the results. They then go to your website and contact you to do business (or better yet, sometimes buy right from your website). Using paid search advertisements for sales lead generation can get costly and require a fair amount of time to manage, so starting with small campaigns can be a good way to go.

Paid advertisements: A paid ad page in a magazine or periodical can generate a number of calls to your business, as can a paid add on another website. This type of advertising can be costly, so be strategic about where you advertise. Be sure your ad will reach as large an audience as possible that fits for your products.

Newsletters: This is somewhat of a cross between reactive and proactive. You must proactively send out the newsletter to a group of prospects, but typically it is for informational purposes. From then on, you simply react to the incoming leads. This can be doubly effective if you send good content to your recipients, as they will often forward it to an associate and you get more leads.

About the Author

Many of today's most successful large and small businesses have chosen Avidian's CRM Software as their sales management and contact management software.