Analyst reports 'can boost lead generation'

Using third party analyst reports can help improve lead generation, it has been claimed.

According to a case study carried out by Marketing Sherpa, such methods can help firms looking to launch an advertising campaign with the aim of boosting their client numbers.

The technique was employed by Aaron Dun of US business Ness Technologies, which was looking to improve client communications in an effort to stay competitive in the outsourced IT services sector.

And the company's registration rate jumped by 352 per cent as a result of the campaign, a figure that may tempt firms looking to improve their lead generation to consider adopting a similar method.

Mr Dun told the news source that they chose to use a lead-nurturing campaign based on third-party analyst reports, as their existing list of client contacts was "very cold", with the results being a pool of "raw data" that will have uses in future marketing efforts.

Those looking to improve their lead generation may also wish to heed the advice of industry expert Eric Groves, who urged firms not to contact clients too frequently.

Written by Julian Poulter and Copyright "Selling People 2009"