Study rival firms for lead generation tips, expert advises

Analysing the behaviour of rival firms is one way to improve lead generation, an expert has argued.

According to Yael Penn, looking at how competitors are generating leads can help companies that are hoping to increase their client numbers, by growing their list of organic leads, WebProNews reports.

"Take some time to find out which websites and / or magazines they advertising in, whether they are running PPC [pay-per-click] campaigns and, if so, which keywords they using," he advised.

Businesses that lack the resources to carry out such research may wish to consider enlisting the services of a dedicated lead generation company.

Mr Penn also advised signing up to e-newsletters issued by competitors, as this will provide an indication of the type of promotions they are currently offering.

"Though organic list growth may take time and effort, you will definitely see a high return on your investment," he was quoted as saying.

A recent study by Millward Brown found that utilising digital media is one of the best ways of acquiring good quality lead generation results, as digital consumers have a relationship with brands that, on average, is 15 per cent stronger than other types of customers.

Written by Julian Poulter and Copyright "Selling People 2009"