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Cut out the programs that don't perform as well. Keep those which have proven effective for generating leads and short run sales. Ask your sales team which programs have worked best for creating sales, and use their recommendations to make good budgeting decisions. Increase the use of email, fax and direct mail outs, distributing offerings to your best known prospects. The newsletter is an excellent method of staying on your customers' minds. Ask subscribers to complete some qualifying questions, and enter the info into the database; then follow up with the appropriate prospects. Additionally, both the articles and the newsletter are easily repurposed for the website. Industry publication article writing is a great way to benefit from public relations. Articles can include customer testimonials and a byline that demonstrates your expertise. Also, partner with other businesses whose goals compliment yours; both parties could do better working together than they could working individually. For example, a shared mailout could help both companies reduce costs by splitting them. A referral program offering rewards for referring new leads to you is another example. A good literature fulfillment company can help reduce your shipping and printing costs. Although most requesters want to share material with others, many would be happy to download PDF documents or print pages from your website. Work with other organizations to get more links to your website. Good choices of keywords can help your site rank better in search results. By uploading more web pages to your site, you will have more URLs to register with search engines. Eliminating some trade shows from your repertoire can be a good way to save money, as these shows are often expensive. Keep those shows that have demonstrated effective in the past, and increase your booth attendance by sending out mailouts before the show. You can also reduce travel expenses by hosting web-based events and conferences. However, keep in mind that these electronic events must be promoted and executed well in order to have a positive impact on sales leads. Give it some thought - you may find new ways to cut out the unproductive elements in your marketing plan. Remember, the primary way to become recognized as a key contributor to your company in difficult times is to show an improved return on investment. Article Source: http://www.articlewheel.com
M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business marketing and sales consultants and an expert on sales leads. He is president of Mac McIntosh Inc., a sales and marketing consulting firm that helps companies get more high-quality sales leads and turn them into sales. More tips at Mac's Sales Lead Insights: B2B Marketing Blog.
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