LinkedIn Lead Generation Secrets

June 10, 2015 by · 2 Comments
Filed under: Direct Marketing Leads 


Start a Group in LinkedIn

One of the best ways of building a network of targeted decision makers in your market is to stat your own LinkedIn group.

You simply start a new group in your LinkedIn account and start creating compelling questions from within your industry niche.

The next step is to compel members with engaging conversation related to their passion one time per week by email.

This market goes directly to their email inbox.

This blog is about generating leads with LinkedIn since leads are the lifeblood of any business.

You need to add value to your group to keep them engaged with information that is important or relevant. Read more

Lead Generation Secrets

June 7, 2014 by · 12 Comments
Filed under: Direct Marketing Leads 

Lead Generation Secrets

by Tim Little


High Profit Sales Strategies using 80/20 Rule

What is the 80/20 Rule and why you need it in your sales lead strategy?

Is a simple way of looking at your sales and profit figures and identifying the largest sources of the contribution.

This report will show this technique for finding which which of your customers are profitable and which segments to market to and use the most profitable products and services that market.

The 80/20 Principle is essential for doing the right type of prospecting and segmenting and relating this to any business strategy, including the process of purchasing a list for your lead generation campaign.


It is important to seperate which customers are costing the most and knowing which customers are most profitable

I will show you how to use the 80/20 Principle in this way.

It is unfortuante that few marketers spend enough time thinking about who their best customers are instead many employ the mass marketing methods treating every client and prospect the same way. Chasing too many prospects or customers the same way will only escalte your marketing and selling costs and is highly in-efficient.

By using the 80/20 Principle together with integrated marketing lists that duplicates your top 20 percent most profitable customers you have the opportunity to be more strategic in your business.

Common sense dictates that if 80% of your income comes from such a small group of clients you should make sure you know who they are.

You can achieve this with an segmented marketing lists, that targets only the criteria of your very best customers taking into consideration the 80/20 Principle. This will be your most profitable and optimized customers that represent the business sector and industry, title, revenues, credit scores and geography.

There is database software programs that can run reports to spot customers who are providing a large part of your income and take steps to ensure they continue to do business with you. This is the segmentthem special invites, exclusive offers and regular courtesy calls.
These clients are the backbone of your business and your core top 20%. (I can help you with this process since lists and marketing databases are my area of expertise and this is the foundation of your marketing strategy)

Your Client Database will not only tell who they are, it will give you the tools to treat them like kings. While you should dedicate extra time and effort to your very best customers (the top 20%) this doesn’t mean you should ignore your mid level clients (the other 80%).

Segmentation is the key to understanding direct marketing profitability and this is the key to riches…

Some other reasons to segment the top 20% from the balance of Just as 80% of your income comes from 20% of your clientele, 80% of your headaches can be traced back to a very small group of clients. And these difficult clients are rarely your high value clients. If you really want to minimize your workload, identify these demanding clients and consider dropping them.

Many small businesses owners will know who these clients are immediately but in larger businesses it might not be so apparent. Use your segmented client database to track which clients that are causing the most problems, taking up staff time and creating the most delays.

Segmenting your product/services for superior customer service to only the top 20 most profitable (will save you a lot of money and boost your productivity 5 times fold) since this is your core like frequent shoppers and hig dollar volume shopers and segment the other 80 percent into less expensive marketing activites like mass emails or self-serve on website to lower marketing costs.

The following direct marketing strategy has proven to be the most successful methods for generating qualified appointments to any professional service business including insurance, accounting, consulting, acquaition of a business and manufacturing to mention only a few.

This strategy if executed correctly on a month to month basis will generate more business than you can possibly handle if it is executed by a professional direct response marketer. I can guarantee results and a return om investment for a small retainer. We have proven this year after year to the many clients that we have worked with over the years at my advertising agency.

Sales Leads that generate revenue quickly month over month and every year when executed with this direct mail marketing
strategy.Getting the lead and appointment…it’s what lead generation is all about

This program that combines direct mail with prospecting call campaigns to reach prospects one-on-one for increased response. During the calls, if we find a prospect that has an immediate need we will contact you that day. To support your sales team, in addition to making the initial prospecting call, we can send the response package and make the follow up call to set the appointment.

1. Direct Marketing List Selection Process

What segment or niche would respond to your offer? A great way to start is by analyzing your current customer base by who recently purchased an item, do they shop frequently what is the dollar volume.

New customers will likely be similar to the people who currently do business with you.

Identify your best customers first… recent purchase, dollar amount, frequencey

The top 20 percent segment can be seperated by how recently they purchased from you, but also by how frequently they purchase from you and the dollar volume they have purchased over their lifetime and most recently. direct mail campaigns and follow up calls.

Testing and segmenting the unique characteristics of your best and most profitable customers.

2. Personal Segmented Postcard

I can help you find the most profitable customer segments before you spend any more money on new lists. Then we mail your list a targeted postcard by segmentation and industry and top 20% .

After segmenting your customers by demographic or standard industrial information, so you can tailor your message to match their needs and interests, and increase the chances that they’ll act on your offer. For example if your are a local Certifeid Public Accountant you would first segment your most profitable customer using the 80/20 Principle after identifying the top 20 percent and purchasing propsective lists that mirror the top 20 percent you would than segment by industry and mail a large personal size postcard to them.

After mailing these segmented lists and postcards the next step is to set a

3. Leads – A sale can’t happen without acquiring a lead in the first place.

I have been successfully conducting lead generation campaigns for clients resulting in response rates of 10% to 30%. The campaigns include:

Including direct mail with inside sales calls, print and online advertising,
Sending response material that engages the prospect and begins to build the relationship with your company

The follow up and setting appointments if necessary with company President or Owner

Producing the print, digital and Internet components of the sales and marketing program control cost without sacrificing quality The next step is contacting the business owner or decision make and set appointments for your sales team in monthly cycles to reduce the chances of bad luck in these uncertain times.

By determining the best offers for prospects and providing insights into the changing economic constraints.

Reach Your Target Market Quicker Than Ever

We have an extensive database of all types of leads from IT professionals to software developers to computer builders. By targeting a community of computer and software professionals, you can build up your customer base even more – leading to more sales and increased profits.

Sales Lead Generation Services

Great sales lead generation services help you connect with potential customers so you can make more sales. At one time finding customers was as simple as putting up a sidewalk sign or opening a phone book and dialing some residents or businesses, but today those don’t target your market effectively enough. Most modern lead generators market to people who are already thinking of buying your product anyway. This can be done most efficiently on the internet.

Cold Calling Ideas

February 6, 2013 by · 2 Comments
Filed under: Direct Marketing Leads 

These cold calling ideas came from some of the best of LinkedIn forums.

The first step is to purchase a very targeted list from me in your industry with researched attributes, than study the prospects profile and industry to determine strengths and weaknesses.

The next step is to conduct some research on your prospect through Google, LinkedIn, and other sources so that you will turn your cold call into a warm call. Than you articulate your dialogue or email with “I read your story in…We are connected through LinkedIn and…” etc.

The research conducted previously should include dialogue from pre-existing discussions over LinkedIn (or other Social Media sites) is far more productive–this gives a far greater arena in which to discuss the prospect’s issues (e.g. pain points).

First, because we do better when we have focus, delineate marketing (cold calling) from selling. Selling happens once you and the prospect agree to discuss the business fit. The objective for marketing is to open the door for that — not to have the sales conversations.

During the research stage study the prospect’s website to determine whether they need the services that your company provide and in what form or format you will deliver your services. Always speak immediately about the needs of the prospect and *not* about your interests or company history instead focus on specialization and remember that the prospect and his needs come first.

When the receptionist or gatekeeper asks… Is this a sales call?

Your answer should be I don’t know yet. If there’s a fit for what I’m offering it might be; otherwise, it’s not. We developed 7954017-beautiful-woman-with-headset-onsome pretty interesting new ideas and tools to help clients that rely on my widget to save time and money; but I have no way of knowing if these ideas would be profitable in your business. I’d like to ask them a few questions to see if it would be worth our time to talk further.

If I get through to the decision maker on the initial call or have been transferred from the screen….
If I get through to the decision maker on the initial call or have been transferred from the screen….

Hi [name], my name is [insert name] and I’m with [insert company name]. We’ve never met, but I’ve worked with some other [industry – business type- niche – specialty – vertical] like yours to [increase – reduce – identify] their [insert product / service] and thought we might benefit from knowing one another.

This introduction is short and makes the prospect very curious to know what the pitch is.

Prospects are always surprised when you tell them that you have researched there industry and viewed there profile on LinkedIn. Try to bond with them if you can find common profile attributes like college, sports and family.

[Name], I’ve done some background research on your company, but only on what is publicly available. So I won’t do you the disservice of making any recommendations for your company without a thorough understanding of your unique situation. I was calling today to see if you would be willing to schedule about an [15 – 20 – 30 –hour] conversation to get to know each other and for me to understand your situation in more depth.

The payoff to you is that even if we never end up working together, you’ll have a good resource for information and I should be able to share some valuable insights of what others in your industry are doing differently to get [the solution you are calling on]. Would you be willing to invest about [desired amount of time] of your time?

Cold Calling Techniques Demonstration

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Lead Generation With Video

January 18, 2013 by · 24 Comments
Filed under: Direct Marketing Leads 

The leap to online video has been hot….

and it’s getting even hotter when executed with direct marketing methods.

Using video in combination with direct marketing methods can achieve unreal response rates. In fact this maybe the direct marketing turn around that your campaign needs to get it to the next level.

Direct marketing gives the online video more structure with testing, analysis and a call-to-action. Disciplined direct marketers normally test and analyze their campaigns to improve response rates and conversions for better ROI.

This is why online video combined with the structure of direct marketing can be deadly.

Gary Hennerberg the author of Online Video Deep Dive.

Claims that he can achieve a response rate of over 20% this is unheard of when direct mail is considered a success when it reaches a response rate of 2%. What he does with online video is brilliant and uses…

A short video on a website to convince someone to opt-into your website sales pitch

You need to make your online video interesting – try setting up an intriguing premise, reveal a little of the story, and importantly, you bring people into your sales funnel when you capture an email address. The Deep Dive: if selling your product doesn’t typically happen on impulse, and you must first build trust, you can tell your story over short, strategically sequenced video clips, delivered via email autoresponders over time.

How to Use Video For Lead Generation for Sky High Profits

Gary claims his direct marketing online campaign achieves a 20 percent lift in sales—with video as the central delivery vehicle. This is the type of lead generation opt-in you can use to get live leads from a website you simply record a series of short videos that engage your niche with direct response marketing testing . You must produce an engaging video campaign your  3 principles

The three words we use to describe this marketing transformation are:

  • Purpose – must be relevance to niche to serve them
  • Frequency – a series of 5 videos or chapters go behind the scenes building trust with clients
  • Free – Demonstrate your product tell a story, educate, without strings attached.

Using these concepts, you can supercharge email and social media using online video, renew
Explain a complicated service in detail like SAS analysis. Imagine trying to describe how to find the most profitable niches inside of a CRM database. Implement using analysis techniques pulling this data and segment into 19 buckets and append with streaming customer credit scores to 20 million records.

This is a good strategy for selling products that require more explanation. The Deep Dive: Video can shortcut the visualization-and engagement-of a complex concept that words on a page can’t accomplish quickly enough before the reader loses interest.

Direct Mail marketing to the masses is expensive and highly in-effective since only 1% may respond to your offer. Non-profits can save an enormous amount of fundraising cost. by moving online and creating compelling video for constituents. Interview people you’ve touched. State your case. Engage. Reaching millions for pennies rather than $100,000 or more you can test and get results and analysis much faster.

Integrate social media with online video and encourage comments, recommendations, and shares. You get branding and mass exposure with little to no cost when integrating.

More Information On Lead Generation With Video

Four Questions To Qualify Your Prospect

August 9, 2012 by · Leave a Comment
Filed under: Direct Marketing Leads 

To make sure that you’re speaking with the real prospect that is actually ready to buy and not a tire kicker or someone that is just gathering information to purchase the same service/product from your competition you need to ask four questions.

Does the prospect have a burning need now or just a mild want?

Unless the customer sees you as a solution to their problem, it is unlikely that you will sell something and to set an appointment without finding a current need can be a big waste of time and gas.

Is this a fast tract situation or not?

Find out ahead of time if prospect will need this soon or at a later time. If he doesn’t need it until the end of the year than he doesn’t qualify as a hot prospect and will need to be qualified again at a later date. Maybe there just gathering information and they have no intention of ever buying anything.

What is the status of their current vendor relationship?

Maybe the customer is just getting bids to keep the current vendor from over charging them and want to make sure their getting the best price possible.

Do You Have A Compelling Message?

Have you offered a solution customized to their specific needs? A one size fits well no longer will cut it with customers in this hyper competitive marketplace. You must make yourself unique and set your self apart from the competition. When you customize services that only fits the needs of your customer you force them to only come to your for a solution rather than trying to get a better price from your competitors.

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Is Facebook A Waste Of Time?

July 4, 2012 by · Leave a Comment
Filed under: Direct Marketing Leads 

Is advertising on Facebook a lot of hype and are you wasting your time and money?

Many direct marketers are asking this question. Over the last month came the bad news over disappointing Facebook IPO following the announcement that GM was pulling its Facebook advertising because of its ineffectiveness.

This is the new backlash against social media marketing.

This maybe the new era in social media marketing where email marketing is becoming more popular and social media marketing maybe on it’s way out.

Investing in social media marketing maybe a trend that is on it’s way out at least for a while until you can measure an return on investment, like you can with any other advertising channel.

The current situation with Facebook and advertising maybe a passing trend and many new advertisers may prove that you can indeed make a profit by getting your prospects to hit the like button.

Facebook advertising

Up until a few months ago social marketing was the trendy advertising channel that many direct marketers we’re using. The changing technology is effecting direct marketers since the poor economy is making it more difficult to squeeze profits and response rates from the overwhelmed Business to Business prospects.

Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, efficiencies, and cost reductions systems.

I analyze competition to find their weaknesses and optimize my strengths. My experience includes finding leads, testing landing pages with Google AdWords, WordPress Web development and offline with list procurement, database marketing and direct mail expertise.

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Data Mining

January 12, 2012 by · Leave a Comment
Filed under: Direct Marketing Leads 

Data mining is a minefield and social networking sites are still replete with veins of consumer-insight gold.

Marketers should extract that treasure, but carefully some tips on how to get the most form data mining social networks.

Respect privacy, even if their profiles are publicly visible. Opt in or double opt in is always best.

Social networkers are often so honest in their profiles because they have an expectation of a certain level of privacy. While the information disclosure benefits marketers, marketers should interact with people they know or use information without names and identifying features to create pictures of their ideal customers.

Use the data to create prospect profiles. Marketers should collect aggregated, anonymized data to understand what consumers like or dislike about a particular product or service. Employ a list from a data solutions firm with good penetration at the individual level, this can help marketers leverage what they learn online where they formulate strategies and get an idea of what the typical person looks like and where they are.

While the main source of data mining may come from Facebook, YouTube viewers and video uploaders can find plenty of data by simply clicking on the “views” button and expanding it.

Append social media data to house files. Lewis says there’s always the possibility that marketers take Facebook’s advice and invite their friends—by uploading their e-mail lists, no more than 500 addresses at a time.

With the new data mining techniques direct marketers can take their in-house customer relations management data and reverse append it. What he does is “reverse append it to a Web-based location, using the up to 50 different social platforms—from Facebook, Twitter, LinkedIn, MySpace, YouTube, Flickr, Picasa, The Wall Street Journal, The New York Times, all these interesting areas that have open social graph data.

Know the quality of followers, friends and connections. and always befriend influencers. Once marketers figure out which fans of their brand are influencers—those with the highest number of Twitter followers, YouTube subscribers, LinkedIn connections, Facebook friends, etc.—marketers should get to know these VIPs, Lewis says.


  • Ability to perform all list brokerage duties for clients, including providing thorough list research and recommendations
  • Back-end analysis, marketing metrics Google Analytics, Market Samuria generates revenue & interest via email marketing, SEO, SEM and social media
  • Can target local business landing pages on Twitter, Facebook, Google Places, Google AdWords and other social networks and track results from coupon offers
  • Accelerates sales by tying email campaign and website tracking to CRM system data
  • Creates and executes marketing strategies that support business goals
  • Lead generation and capture and marketing plan development


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Mailing List For Marketing

November 26, 2010 by · Leave a Comment
Filed under: Direct Marketing Leads 

Business owners are drawn to making these for a variety of reasons or purposes. Since the best way to grow your business is with a fresh supply of mailing list for marketing.

Mailing lists

… allow any business, company, or organization to send in marketing materials that can introduce their new products or services, and announce special notices, such as company events or product sales, among others intent. Before purchasing mailing lists for marketing you should determine the value of a customer the higher the value per customer, the more you can set aside for direct marketing campaigns.

When selecting lists

for marketing make sure that you ask for permission or opt-in you want to keep a clean business reputation and make use of permissible marketing techniques, you need to abide by certain rules and regulations. One of those is to ask for permission from individuals who are part of your target clientele.

You need to ask

them if they want to be a part of your list and be able to receive promotional materials for your products and services. You have to let them sign up (have them provide you their names and contact information, such as email addresses) first before you proceed sending them mails. Or else, they will just consider your mail as another spam, which can make you be banned.

When creating lists for marketing,

though, you have to take a careful look at your target clientele. If you are selling products and services that are for families, you may want to check the locations of those on your list. See YouTube on selecting highly targeted lists for local marketing using Google and a list provider. Those who are living in condominium units may not be families, but bachelors. You have to filter out those who receive your mails and the marketing materials included to ensure a turnaround for your business. Strategic thinking is a key here.

Once you have already created a list, review the promotional materials you are going to send over to them. The quality of your promotional materials in terms of design, content and message will sell your products and services to your target clientele. Make sure that you have your key message delivered straight and are supported by photographs as well as graphics.

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Targeting your Mailing List for Marketing

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  • SEEKING MARKETING PROFESSIONAL – VERSED IN EXCEL & MAILING LISTS … – Am also open to, and seeking alternative ideas to creating and building mailing lists for marketing. Please reply to this by e mail, or call Michael at: 626.825.5444. See my web site at:

Making Mobile Direct Response Better

September 20, 2010 by · Leave a Comment
Filed under: Direct Marketing Leads 

There are many marketing vehicles being introduced that allow you to meet your buyers.

Online advertising using the Internet and online advertising and search engine, marketers are now using social networking to find new prospects and developing new applications for smartphones.

Email marketing is now the workhorse of Internet marketing, but the sheer number of different outlets to get your message across to prospects makes it more of a challenge to track which campaigns are working and why.

With new software developments marketers can now focus on marketing to several channels without losing track of how to measure which campaigns are working and why?

Spending on business to business is expected to increase by 26 million for Mobile marketing to $106 million by 2014 and this represent a quadrupling in mobile marketing activity over the next 5 years. Mobile marketing abilities to convert SMS messages into email messages and in reverse.

Using metrics to analyze the results will improve the bottom line performance. The major appeal to mobile marketing is to send SMS messages and email as a part of the integrated campaign. The key is to find one platform that is driven by customer preferences.

DYMO Label Writer Twin Turbo The perfect printer for any small business! See why people rave about this direct mail marketing printer and why you can’t survive without it!

About The Author

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrepreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List. Once you e-mail segments, track how they differently they react to messaging options. 

Prospect or Grow Existing Lists

September 6, 2010 by · Leave a Comment
Filed under: Direct Marketing Leads 

Do you have a marketing plan strategy

for building your lists?

If your thinking about generating more income for your business than you better have a good plan for building your mailing lists.

Define your marketing plan objectives like are you trying to build your active customer base with high  quality as far as prospects with money with an immediate need for your product or service.

What are the best channels for completing your objectives by email, direct mail or mobile phone or telephone marketing platform.

Profile your current customer base you can append with major business to business databases and look for the best profiles are far as segments or age groups that purchase the most with frequent high dollar volumes.

If you can combine channels you can double your conversion rates. For example mail or e-mail and follow-up with a telephone call with an appealing offer. Improve your return on investment by negotiating multi-list volume use.

Offer a deal that will create urgency to increase response rates. Build your list through lead generation. Do you have a library of well written products that appeal to your target group?

Build back links to strategic product pages on your Website to informational white papers with hyperlinks pointing to your website.

Find Websites that are generating more traffic than yours and exchange articles. Build landing pages with white papers that can be downloaded from your Website and collect prospective data for promotional reasons.

DYMO Label Writer Twin Turbo The perfect printer for any small business! See why people rave about this direct mail marketing printer and why you can’t survive without it!

About The Author

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrepreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List. Once you e-mail segments, track how they differently they react to messaging options. 

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