Why I said, “No” to a prospective client

This year I received a call from two managing partners of a local IT consulting firm who wanted to rev up their lead generation efforts.

The problem: they had fallen for the marketing hype and was searching for a lead gen company that would promise all the leads they could handle.

Today there’s a big movement of people selling lead gen programs, and funnels on how to build your leads pipeline that all sound like this: “Find a target market, run Facebook and LinkedIn ads to this target. And get rich.”

While I won’t go as far as to call this a marketing scam, I will say that I think it’s a bad marketing approach for this prospective client and why I had to tell them “NO.”

Here’s why I thought it wasn’t a great way to generate leads for this IT firm. Successful lead generation for a company in this industry is made up of educational activities that are by nature very hard to quantify and pin down.

Which means that you don’t simply generate a lead, you guide it. You must develop a combination of the right educational activities delivered at the right time.

#b2b #itfirm #marketing #business #leadgeneration