Lead Generation For Dummies

Learn how to get your message heard above the online noise

The buying process is greatly changed. With the Internet, the buyer is in charge. If your product is going to compete, you need to master 21st century lead generation, and this book shows you how. It's packed with effective strategies for inbound and outbound marketing tactics that will generate leads in today's market. You'll learn the basics of lead generation, inbound and outbound marketing, lead nurturing, ways to track ROI, and how to score leads to know when one is "hot". Follow the steps to create your own personalized lead generation plan and learn how to sidestep common pitfalls.
* Lead generation involves a strategy for generating consumer interest and inquiry into your product as well as a process for nurturing those leads until each is ready to buy
* Techniques include content marketing through websites, blogs, social media, and SEO as well as outbound marketing strategies such as e-mail, PPC ads, content syndication, direct mail, and events
* This book explores the basics of lead generation, inbound and outbound marketing, lead nurturing, tracking ROI on campaigns, lead scoring techniques, and ways to avoid many common pitfalls
* Provides steps you can follow to create your own personalized lead generation plan

Lead Generation For Dummies is the extra edge you need to compete in today's technologically enhanced marketplace.

Foreword  xiii Introduction  1
About This Book 1
Conventions Used in This Book 2
Foolish Assumptions 2
Icons Used in This Book 2
How This Book Is Organized 3
Part I: Getting Started with Lead Generation 3
Part II: Connecting Inbound Marketing and Lead Generation 3
Part III: Linking Outbound Marketing with Lead Generation 4
Part IV: The Middle of the Funnel 4
Part V: Measuring Your Lead Generation Efforts 4
Part VI: The Part of Tens 5
Beyond the Book 5
Where to Go from Here 5
Part I: Getting Started with Lead Generation  7
Chapter 1: Beginning Your Lead Generation Journey 9
Chapter 2: Identifying Your Leads  19
Chapter 3: Setting Your Lead Generation Goals 27
Chapter 4: Choosing the Right Technology  45
Chapter 5: Building a Rock-Star Team 57
Part II: Connecting Inbound Marketing and Lead Generation  71
Chapter 6: Generating Leads with Content Marketing 73
Chapter 7: Putting Your Best Foot Forward with Your Website 99
Chapter 8: Humanizing Your Brand with a Blog 117
Chapter 9: Creating Lasting Relationships Through Social Media 141
Chapter 10: Getting Found Through Search Engine Optimization 183
Part III: Linking Outbound Marketing with Lead Generation  205
Chapter 11: Helping Buyers Find You with Pay-Per-Click Ads 207
Chapter 12: Casting a Wide Net with Content Syndication  223
Chapter 13: Targeting with a Personal Touch Through Direct Mail 235
Chapter 14: Seizing the Opportunity to Connect Through Events  245
Chapter 15: Creating the Final Touch with Inside Sales  275
Part IV: The Middle of the Funnel  289
Chapter 16: Communicating Through Email Marketing 291
Chapter 17: Learning the Basics of Lead Nurturing 307
Chapter 18: Perfecting Your Lead Generation Techniques with Lead Scoring  313
Part V: Measuring Your Lead Generation Efforts  319
Chapter 19: Testing and Optimizing Your Campaigns 321
Chapter 20: Developing Lead Generation Metrics  329
Part VI: The Part of Tens  339
Chapter 21: Ten Common Lead-Generation Pitfalls 341
Chapter 22: Ten Lead-Generation Influencers to Watch  345
Chapter 23: Ten Powerful Lead-Generation Tactics 349
Index  353