Lead Generation Tip - Pull them in deep

More ArticlesCopyright © 2007-2010 Wayne Davies

One of the key tools in the lead generation process is the use a natural human tendency to act consistently on any particular issue. If a person takes a position, s/he has made a commitment to it and is likely to act accordingly.

You can create your online lead generation copy with this human trait in mind, and use it to your advantage. You might set up a series of pages. Access to is granted via positional questions. For example...

Are you looking for help to get more serious business enquiries from your web site?
Yes No

A person who answers 'Yes' is told how to turn a site visitor into a serious business enquiry. S/he is then asked...

Do you have the web programming and database experience needed to implement such a system on your own web site?
Yes No

A person who answers 'No' is told about the benefits of implementing such a system, and why it pays to use an expert with years of experience. S/he is then asked...

Are you ready to talk to an online lead generation expert about implementing such a system on your site?
Yes No

Anyone who answers 'Yes' is now a serious business enquiry. S/he has twice stated a desire to implement online lead generation, and indicated a lack of essential skills. This last question prepares the lead to fill out a form and submit their contact details.

This approach to lead generation qualifies the lead up-front, potentially saving you hours of wasted time. It also prepares the lead so s/he wants to talk to you about something specific.

My example uses lead generation to demonstrate the tool. You can substitute your own product or service, assuming you want to get people to contact you.