Do You Know Your Cost to Generate a Lead?

Scott Lambert

There are many ways to generate sales leads for your business. The more traditional ways include telemarketing, direct mail, and trade shows. However the costs for these traditional channels have continued to increase year after year, while garnering less and less results.

In the case of direct mail, the cost for printing and postage continues to increase. And if business people are anything like me, I go through my mail next to the trash can to make it easier to sift through the junk mail.

Likewise, telemarketing is a very time-intensive process that can be mind-numbing if not done strategically. Also, in the world of cell phones and caller ID, many calls from unrecognized callers go unanswered.

Trade shows are also getting more expensive to participate in, when you calculate the cost of travel, elaborate exhibit booths, and branded promotional materials.

Find The Most Cost-Effective Leads

So, many people have turned to the Internet to generate leads in a more cost-effective way. But are you measuring the cost it takes to generate a qualified sales lead? Did you even know that you can measure that metric?

What Have Other Businesses Discovered That Works?

HupSpot conducted a survey to indentify the channel, both online and traditional, that generates a lead at a below-average cost. By and large, they found that the online channels (i.e. – Blogs, Social Media, SEO/Organic Search) were able to generate leads at a lower cost than traditional channels, such as telemarketing, direct mail, and tradeshows.

Below Average Cost Per Lead

A Real Eye-Opener for Most Companies

Many marketers have yet to experience the online marketing benefit of their blog and social media platforms (i.e. Facebook, Twitter, LinkedIn, etc.). When done right, they can play vital roles in enhancing your company’s search engine rankings and positioning your company as an expert within your industry. This has a direct impact on how well your online presence converts site visitors into qualified sales leads who are interested in learning more about your product or service.

Once you’ve identified your cost of generating a qualified sales lead, you’ll be able to lower your cost per lead. If you’re interested in knowing how well your marketing efforts are performing and how to leverage the lead generation power of your blog and social media, please do not hesitate to contact Xcellimark. We’ve seen substantial increases in our client’s lead volume, as well as dramatic declines in their cost of sale.

Start generating exclusive leads for your sales team at a lower cost today.

Scott Lambert

Written by Scott Lambert

For 35 years, Scott has been at the forefront of digital transformation and how it is effectively applied in businesses and organizations to market, sell, and support customers and members more successfully and cost effectively. Scott is President and Co-Founder of Xcellimark, an award-winning digital marketing agency serving clients throughout the U.S., Canada, Central America, and Germany. Xcellimark helps businesses succeed through the implementation of its unique digital marketing and sales approach specifically designed to meet their specific goals and objectives. Scott’s marketing, sales, and operations experience have included key management positions at industry leaders including AT&T, iXL (now SapientRazorfish), eSchool Solutions (now TalentED), and BellSouth, where he led the product development, marketing efforts, and market launch of, the second public ISP developed in the U.S. Scott is the author of articles highlighted on leading online publishers such as LinkedIn, Business 2 Community, and he was recently featured by LinkedIn in the Entrepreneur magazine article on “No Time for Marketing? Hire a Freelancer.” His engaging personality and wealth of real-world and business experience make Scott a frequently requested speaker. Some of his engagements include being the featured speaker in a series of Orlando Business Journal seminars on Digital Marketing, speaking at the WSI London conference, and at international conferences in Belize. Scott has a Bachelor’s degree in Accounting from the University of Mississippi and a Master’s of Science in the Management of Technology from the Georgia Institute of Technology (Georgia Tech). Scott has been active in global mission efforts and is a board member of Global Teams, a Christian outreach organization. He lives in Winter Springs, FL with his wife Nancy and dog Sadie.

Topics: Inbound Marketing

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