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Here is a checklist of lead generation issues you want to consider.  This article assumes you would like to generate inbound marketing leads which is when people do a search and find your organization because it is ranked highly in search results.

1. Know Your Keywords – Do you know the keywords that will generate buyers to your site?  Do they have too much competition?
2. Write Frequently – Have a lead generation business blog that you can use to create frequent keyword rich articles.
3. Clear Call to Action – Make it obvious what you want the visitor to do on every page of your site.
4. Backlinks – You can use many backlink strategies to create more ways for people to find you, including Buzzoodle which generates backlinks for your site.
5. Phone Number – If you want calls, be certain your phone number is in the upper right of your site where people will look for it.
6. Get the basic search optimization done – with WordPress lead generation this is easy with some SEO plugins.
7. Be broad – Have multiple sites and do not give up too early.  This lead generation strategy takes months to really get going and some targets perform better than others, so set up multiple sites, multiple kinds of keyword targets and give it enough time to start working.

Online lead generation is not difficult.  However, you need to pay attention to all the details and be realistic about how quickly it is going to work.

Prospecting is when you identify someone as a good target based on your lead generation criteria.  Prospecting lead generation can take many forms, such as Web research, Off line research such as magazines and newspapers, Business directories and more.

One of the things you like to do when prospecting is to identify the need and the budget so that you can assess if the prospect has the ability and desire to potentially buy your product.

One short cut for easier prospecting is to build a lead generation website that generates leads with white papers that would only be of interest to your target market.

When you do this, you will only need to see if your new prospect has the budget to match your product.  The prospect has prequalified himself for the rest of the things if you have done a good job of targeting and writing a free offer to draw qualified leads to you.

Qualified sales leads can be generated from a simple lead generation website, but it does take some effort to set up and you have to keep fresh content on the site if you expect search engine optimization to kick in.

The best free lead generation software in the world is WordPress.  However, WordPress is not just lead generation software.

First and foremost, it is blogging software.  It can be used as business blogging software but it can also be used to build a lead generation website that will attract buyers and convert them to leads.

But you need to know how to configure WordPress for lead generation.  You need to know the basics of how to optimize WordPress for SEO  (Search Engine Optimization).  You need to know how to do keyword research and integrate a CRM into your WordPress site in order to capture leads.

Without these things, your WordPress site will remain a normal blog.

With these things does well, I have seen a simple, nearly free lead generation blog produce six figure returns every month for companies.

Buzzoodle has step by step setup of your lead generation WordPress blog.  It has 9 different ways to create articles, and none of them are autoblogging (which would produce garbage) as well as link building tools, SERP reporting which weekly identifies your ranking for your keywords that are lead generation keywords.

And there are a lot more things in the system.

However, if you do not have a budget, you can always sign up for the free lead generation software which includes free lead generation videos, free lead generation software recommendations and a free lead generation WordPress theme.

It is a way to get started, but it is not the main system that will teach lead generation strategies in more detail and provide you with the tools to build a lead generation network and manage it effectively.  However, it is a great place to start and you will get a better idea of whether WordPress lead generation is the right choice for you.

Generating B2B Sales Leads is harder than generating consumer leads most of the time.  I say most of the time, because some things that are a common problem for all businesses can use the consumer lead generation model and be successful.

However, for the sake of this article lets assume you are selling a high end B2B product and you want to generate qualified B2B sales leads and each sale is very valuable to you.

I see this all the time and the problem here is that the business that wants to think like consumer sales leads and they get discouraged when they do not get a flood of sales leads for their consulting practice or their specialized software.

I think the first thing to say is that not all products and services are best sold on the web.  In nearly all cases, the web can contribute to the sales process and can generate the occasional lead, but it will not replace a good sales force and often for these services, the lead (no matter how you got it) need fast and good followup.

Next, if your leads are worth, say $10,000 over the lifetime of the customer and you are going to have to spend hours talking to them, helping them, etc. etc to earn that money, the last thing you want to do is generate 100 low quality leads every week.  In B2B Sales Leads generation, getting a couple of high quality sales leads that you can put into your B2B sales funnel is a great month.

So when a B2B client wants to generate B2B leads online, you have to look at what a good goal is.  Can you generate thousands of leads in a year or are you better off with generating 20 good leads in the year?  That really depends on what you are selling, but do not get confused and pursue the wrong B2B lead generation strategy because it will not be a winning situation for anyone.

A CRM is a customer relationship management software that helps you manage your relationships.  Any business serious about sales needs this important lead management tool.  There are many CRM’s on the market.  There are free CRM tools and there are very costly CRM tools.

I have used many systems, and the question is not which is the best CRM on the market.  Instead, you have to ask yourself what is the best CRM to match your current and future sales process.

First you need a defined sales process.  Without it, you will not be able to pick the best CRM for your company.

The CRM begins as a lead management tool and should then flow qualified leads into a sales funnel where your CRM will send emails, schedule tasks such as calls and more.  It helps you build relationships.

A CRM is not a lead generation tool.  I have not seen a single CRM that generates leads and this is an important distinction.  You need to do a variety of lead generation activities, such as lead generation blogging, list buying, networking and more to pump your CRM full of leads.

All too often, a business buys a good CRM such as Salesforce.com, Sugar CRM, Highrise, Zoho CRM or others and they wonder why sales do not go up dramatically.  The reasons are simple. 

1) It takes a long time to adapt a CRM to your sales model and make it profitable.

2) You still need quality lead generation or the CRM will fail.

Lead generation and lead management tools are two different things and you need to understand the difference to build a profitable sales model.

Why is Inbound Marketing more effective than other forms of marketing for many industries?

Simple.  Inbound Marketing has higher trust right off the bat.

If you are working on lead generation strategies and you are pushing your message out and interrupting people, you are going to be ignored and shut out by most of the people you interrupt.

On the other hand, if you lay the groundwork with a great business blog and you put out good information, you are going to attract people that are looking for what you have to offer and because they came to you, you will get their attention.

This is why Inbound Marketing is the preferred lead generation technique, especially when it comes to small business Internet Marketing.  Smaller businesses do not have a chance advertising in traditional ways against their much bigger competitors.  But using inbound marketing techniques, a smaller business can become a valuable resource to prospective buyers and there is a good chance the bigger companies will never even realize what happened.

You should try many types of lead generation techniques to see what works well for you.  But you owe it to yourself to give Inbound Marketing with Blogs a try.