I've always been a fan of John Doerr's articles and recently came across Top 10 Lead Generation Mistakes Made By Professional Services Firms.Posted by: David Regler @
Apart from the fact I love any article that starts with a quote from Glengarry Glenn Ross, John's top 10 lead generation mistakes had me nodding all the way through.
Many of them echo my thoughts in my article 7 Critical Success Factors for New Business Development, and are equally valid for firms across the broad business services landscape.
"Relying on one tactic only" and "Not integrating various marketing tactics well" are both key ones for me; integrated lead generation across multiple channels is essential for today's B2B marketing.
Also, "Dropping leads and failing to nurture leads" is right up there for me too. It's what we call pipeline management and is key to maximising ROI for lead generation.
For me, multi-touch marketing is exactly what lead generation is all about for professional and business services firms. It enables you to build a relationship and trust with prospective clients before there's an opportunity.
Think about it, if the first time you contact a prospect is when they are looking "right now" then you're probably (at best) an also-ran for any significant piece of work.
Most clients typically only go out to firms that they already, know which means you had better already be on their radar beforehand.
We have a number of strategies to help our clients open doors and engage prospective clients in a way that clearly positions their firm.
When this is built into a lead nurturing process it becomes a powerful way to develop new business opportunities within potentially major accounts.