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Laser-focused Marketing: From Cold List to Hot Lead.

Publication: Maintenance supplies
Publication Date: 01-AUG-09 		Format: Online
Delivery: Immediate Online Access
Full Article Title: Laser-focused Marketing: From Cold List to Hot Lead.(Spotlight on Sales)

Article Excerpt
Laser-focused Marketing: From Cold List to Hot Lead

Virginia Petru

It takes time, organization and multiple contacts to build and nurture a relationship that will convert a lead into a loyal customer.

Part 2

It doesn't really matter how that stack of leads landed in front of you. The task is how to convert those hot leads into cool customers.

Remember, Rome was not built in a day. Leads aren't converted into customers in one day, either.

Getting to know you

After your initial contact, how do you proceed in nurturing the relationship of a name posted on a lead list?

Start out by creating an "introduction package" that is attractive to potential customers and is as market specific as possible. For example, offer to demonstrate a new product and provide a special, limited time...

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