Online lead generation – Part I

What is online lead generation?

You hear it all the time: “Online lead generation.”  “Get sales leads online!”  Everybody talks about doing it—generating tons of valuable sales leads online, making sales and mountains of money.  Just flip open your laptop, logon to the Internet and bingo: leads, leads, leads!  Is it really that easy?

Relax.  First, it is not that simple, and second, everybody is not doing it; or at least not doing it successfully.

  • Question: Is it possible to generate an abundance of sales leads for your business online?
  • Answer: Yes.
  • Question: Can you find leads online at a fraction of the cost of other forms of prospecting?
  • Answer: Certainly.
  • Question: Is it possible to invest an enormous amount of time and a spend a small fortune in cash searching online for leads and come up empty or have it never pay off?
  • Answer: You bet!

Hunt and peck method

Most professional sales people possess some level of expertise in their field, in relation to their product or service.  However, most sales people also assume that they know everything about the Internet.  The usual path to attempting to generate leads online is to simply get on a computer and start searching; or rather start hunting and pecking.  While this outdated hunt and peck method of prospecting may have worked well with cold calling on the telephone or knocking on doors, it is not the prudent way to work in the new millennium.

According to Microsoft Corporation, without some expert training or advice, the average person uses a minuscule 15% of the capability of the applications on their desktops, right at their fingertips.  So when it comes to tapping the enormous potential, power and possibilities of the World Wide Web, you can believe that it requires training, direction and expert guidance.  All of which you can access right here at! (??)

The Rhetoric

There are no doubt many terms you have heard tossed around when referring to web searching and Internet prospecting, such as SEO, Organic, PPC, Adware, Adwords, Wiki, sub-searching, RSS feeds, search engines, spiders and more.

In this and the following articles on “What is online lead generation?” we will cut through the useless rhetoric, narrow the parameters and show you exactly how to pick up a mouse and open more sales opportunities than you ever dreamed possible.  Be forewarned however, it does require a little study and some work, (you knew there was a catch).  Nevertheless, if you are ready to invest a little time here, before you jump in with both feet, you will save a tremendous amount of time and money as you begin to harness the true lead producing power of the Internet as a professional sales person.

Let us begin with a clear definition

To generate leads online is to:

“Accumulate a vast amount of leads and qualified leads, quickly, efficiently, proficiently and inexpensively, through purely electronic and virtual means.”

So how do you accomplish that?

Part II – What exactly is a lead?

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