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Sales Lead Generation: 7 Reasons Your Sales Lead Strategy is Broken

Can your sales lead strategy be improved?  Can you get more phone calls and inquiries?  

I’ll bet you can…  And I’ll show you how easy it is.

Everybody’s looking for quality sales leads. And for sales. Hey, they’re out there: there are people that need your products and services and want to do business with you. Follow this two article set to learn how to generate more leads and get more sales with a better lead generation system. But first, let’s take a look at why your lead generation system is broken. This is the first of two short articles on perfecting your Sales Lead Generation by Jeffrey Dobkin.

— Here’s why you’re not getting customers:

Sales Lead Generation Tip 1.

You’re searching for sales leads in the wrong places.

You’re looking high and low, and these folks are left and right. You advertise on TV on the Hallmark channel, they’re watching the fights.  Your ad is in a magazine, they’re reading the NY Times.  

Sales Lead Generation Tip 2.

Prospects don’t know you.

Although you’ve been in an office right down the block for years, ate lunch at the same restaurant, shopped at the same grocery store — they didn’t know that.  They’ve never heard of you, or your business.

Sales Lead Generation Tip 3.

They don’t trust you.

Why should they: they don’t know you and no one likes to do business with a stranger.

Sales Lead Generation Tip 4.

Your older direct mail package – it sucked.

Let’s be frank:  remember the lousy direct mail package your provider sold you and said, here — mail these.  You bought-in and mailed plenty of them to a long list of proposed customers and prospects?

That didn’t work, did it?  

Now you know what doesn’t work, don’t you.  

Then you proclaimed “I tried direct mail and it doesn’t work,” declaring all direct mail doesn’t work.  It was their brochure that didn’t work: it was trying to sell their insurance.  What it needed to do was sell was a phone call to you.  Too bad – they still haven’t figured this out…  Buy now you know better.

Say, when was that – a few months ago… a year ago?  Couple of years ago?  Here’s what happened: you made readers the wrong offer. You tried to sell them insurance from a sheet of paper.  People don’t buy insurance from a sheet to paper.  People buy insurance from other people.  And it starts with one word: Hello. When your phone rings.  Any arguments?

Sales Lead Generation Tip 5.

The old ways no longer work.

Remember how you got most of your customers? Yea, well… that doesn’t work anymore, either, does it. Welcome to the recessionary times of 2013. Would you like to remain seated in the back of the bus with the other older folks who won’t change their ways, or get with the new times and move up?

Sales Lead Generation Tip 6.

This is the end of the era of product isolation.

Before, in the old days, you could offer customers a product that no one else had, or had access to. Like boat insurance.  Or tractor insurance.  If people wanted it, they called you because that was your specialty.  No more.

They were the good old days weren’t they? Times change: everyone sells everything. Banks sell financial services. Financial service people sell insurance. Any insurance firm can get you a boat policy.  Even if your competitors don’t have what your customers are looking for, they’ll go out and get it for them. Or they can find it on the Internet… in about 30 seconds.

Sales Lead Generation Tip 7.

Why should new clients do business with you?

What makes you so great?  So, you have a nice office, good location, comfy office furniture and that great looking secretary. I mean, what makes you so great in THEIR eyes. Why should they leave the comfort and security of their current vendor, and move everything to you?  Because you have a comfortable chair in your nice looking waiting room?  I don’t think so.

Further proof:  Show your cozy office to a complete stranger.  Over the phone.  In 30 seconds.

How good are those reasons now? Because that’s what you’re faced with in today’s fast-paced, give-it-to-me-right-now! insurance sales environment.

Don’t have an answer? OK, we’ll spell it out for you: in the next two installments in this series learn 15 new ways to generate phone calls.

This has been the first in a two article set on lead generation. In the second article, you’ll learn 7 new ways to fix your lead generation campaign. Kick up your response and learn how to get way more calls in the next few minutes reading this short series.

For then next installment, How To Generate Sales Leads — Click here: 7 Ways to Get More Sales Leads

Jeffrey Dobkin is the senior writer at the direct marketing firm of  The Danielle Adams Publishing Company. He has written 5 books of How-To tips and techniques in direct marketing. Jeff can be reached at 610-642-1000. Call Jeffrey and ask for a FREE Copy of his “75-Point Checklist for your direct mail.” Or email him at Jeff @ Thanks.