How you handle the lead makes a difference
by Mac McIntosh - Management First
[ Commentary by Meryl K. Evans, Editor ]

A lead comes in and wants information NOW. What do you do? But wait. Does the lead prefer to get information in the mail? Email? A link to a Web site? Are you ready to handle all those routes? This checklist helps you cover all of your bases. In reading the checklist, I tried to think of possible missing items — but it’s thorough.

At InternetVIZ, we rely on newsletters to help cultivate leads. We try to provide readers with information they can use on the job. Not general information or advertising. Of course, it’s OK to advertise in your newsletter — rule of thumb is 80/20. Eighty percent of the newsletter is useful content and 20 percent advertising. Good advertising could be a link to a free white paper or ebook download or a free offer.

When people subscribe to my newsletter, I email them to thank them and surprise them with a free download. I also reply to everyone who takes the time to leave feedback through a survey or email. What works well for you?