What’s Working In Lead Generation

Includes 42 charts and graphs and 90 data tables on what tactics are most effective in generating qualified leads for professional services businesses. Plus, special bonus section: industry-by-industry results.

Landing new clients in the professional services industry involves a long lead generation process, in which businesses must raise their own profile and start a relationship long before the prospect is ready to hire a new service provider.

But within that landscape, which lead generation tactics are working, which aren’t and where are the opportunities for professional services firms to improve their results? The authors surveyed 731 members of the professional services industry to get the answers to those questions and more.

Table of Contents: What’s Working In Lead Generation

INTRODUCTION: 6 Lead Generation Insights For 2007

• How To Use This Report
• Insight #1: Brand Matters
• Insight #2: Know Your Target Market
• Insight #3: Cold Calling Works
• Insight #4: Integrate Your Tactics
• Insight #5: Nurture the Leads You Have
• Insight #6: Indicators of the Future Lead Generation
• A Few Key Terms Used In This Study

THE LEAD GENERATION ENVIRONMENT IN TODAY’S PROFESSIONAL SERVICES BUSINESS
Setting The Stage

• Professional Services’ Ability To Generate Leads
• Why Being “Well-Known” In Your Target Market Matters
• Companies’ Current Approaches To Getting New Business
• Sales & Marketing Budgets In Professional Services
• Growth in Annual Revenue Over Last Two Years
• Geographic Reach of Client Base

How Companies Are Going About Lead Generation

• Who’s Expected To Generate Leads
• Typical Lead Quality
• Knowledge Of Target Markets
• Lead Generation Challenges Faced By Professional Services

BEST LEAD GENERATION TACTICS, STRATEGIES, & OFFERS
Top Ways To Generate Quality Leads

• Top Strategies For Generating Quality Leads
• Referral Building As A Top Tactic: Selected Commentary
• Cold Calling As A Top Tactic: Selected Commentary
• Hosting, Attending, & Speaking At In-Person Events As A Top Tactic: Selected Commentary
• Online Marketing As A Top Tactic: Selected Commentary
• Other Top Tactics: Selected Commentary

Evaluating Tactics & Strategies

• One-By-One Usage And Effectiveness Of Tactics & Strategies
• The “Don’t Know Effectiveness” Factor

Evaluating Offers And Their Content

• Lead Generation Offers
• Types Of Content For Lead Generation Offers

TOMORROW’S TRENDS IN LEAD GENERATION
2-Year Prediction: Across The Board Increases In Lead Generation

• Changes In Approach To Lead Generation
• Reasons For Increasing / Decreasing Lead Generation Efforts

Voting With Dollars: The $100,000 Question

• Where To Invest In Marketing & Sales
• Selected Verbatim Comments About Use Of $100,000

Trends For Future Use Of Tactics, Strategies, Offers, & Their Content

ANALYSIS SECTIONS BY FIRM DEMOGRAPHICS
Special Bonsus Section: Analysis By Industry

• Overview
• Accounting, Tax, Payroll, Bookkeeping Services
• Architecture, Engineering, Construction Services
• Financial, Insurance, Real Estate Services
• Human Resources & Organizational Development Consulting
• Information Technology Consulting & Services
• Law Firms / Legal Services
• Management Consulting
• Marketing, Public Relations, & Advertising
• Training, Executive Education, & Coaching Services
• Other Consulting / Professional Services

Analysis By Firm Size

BACKGROUND & PARTICIPANT DEMOGRAPHICS

• Background & Participant Demographics
• Survey Methodology
• About The Participant Firms
• List Of Participating Companies

ABOUT RAINTODAY.COM & THE REPORT AUTHORS

• About RainToday.com
• About The RainToday Research Team

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