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Posts Tagged ‘Lead Generation’

Internet ad revenue report from IAB and PwC says it grew 149 percent last year.

by Bill Mickey, Foliomag.com

The IAB released its Internet Advertising Revenue Report yesterday, which details full-year 2011 results and was conducted by PricewaterhouseCoopers. As it has for the last ten years, except for a slight dip in 2009, annual revenue easily beat the previous year—hitting $31.7 billion in 2011, a 22 percent increase over 2010 and an all-time high.

In the last decade, revenues have shot up $25.7 billion at 20.3 percent CAGR. Even so, mobile got recognition as a format that came into its own in 2011, jumping 149 percent to $1.6 billion for the year. 2011 also marked the first year in the report that mobile was broken out as a standalone format. Its revenue increase drove 3.7 percent of the overall 22 percent advertising growth for the year.

While mobile’s 5 percent slice of the full-year digital advertising pie is a tiny one, it’s passed email (1 percent), sponsorship (4 percent) and rich media (4 percent) in share of revenues. Mobile is now tied with lead generation.

It’s likely been singled out due to its big jump over 2010′s $641 million, by far the fastest growing segment. Plus, the platform has traditionally been bemoaned as one that’s not been capitalized on nearly enough.

Nevertheless, digital video (6 percent)  and classifieds (8 percent) are still slightly ahead, as are display and banner advertising which command the highest share of revenues at 22 percent and 47 percent respectively.

For the full report, click here.

The original article is here.

 

by Jennifer Vessels, Next Step Growth

Rethinking sales leads

Generating sales leads is expensive but necessary if you, as well as your clients, are to develop a sustainable revenue stream. Typically, a 10% closing rate is required for such investments to pay off.

Our organization improves sales effectiveness for service organizations and their clients – from lead generation through development and close.

Next Step’s Keys to Success Include:

Landing qualified leads requires intimately understanding what compels prospective clients to respond, then leveraging your best marketing assets – white papers, articles, webinars and outreach through SEO, email, and ads – to direct them to your company.

Not all leads are equal. Let prospects’ responses to your marketing efforts determine their ‘sales-readiness’ and when it’s appropriate for a sales representative to contact them.

Developing qualified leads. As prospective clients express interest in your company’s offering, ongoing contact, or nurturing, via inside sales is a cost-efficient way to advance the sales cycle. You and your clients can learn more about nurturing leads via qualification by watching our webinar – Nurturing Sales Leads. Your inside team can also help determine when to leverage channel partners and/or field sales to reinforce value propositions and, ultimately, close sales.

Grow your business. Attract and accurately identify qualified leads, nurture them through the sales cycle, and close the deal. Watch our webinar – Nurturing Sales Leads – to learn more. Click the image below to see video.

If you’d like to learn how Next Step can help grow your revenue, we recommend you call them at 650.361.1902 or visit www.nextstepgrowth.com

by Robert B. Gelman

As readers of this blog know, I am a skeptic when it comes to the value of Facebook (and other social media) when it comes to promoting local, small businesses. That’s not to say I don’t believe it can or will work.  I just prioritize it lower than other methods proven to effectively increase sales and market share.

That said, I recently ran across an online survey that honestly evaluated my potential return for investing time on a Facebook with 10 short questions.  It’s at www.isfacebookforme.com.  I recommend you take 30 seconds and give it a try. My score was just 4.8, supporting my decision to invest my time in this website rather than Facebook’s. But that may not be the case for you.

If you have not tried PPC advertising, it is truly the most logical type of advertising to do for businesses that need to make every penny count. And next to Google’s search network placement, Facebook is the best place to do it, according to several studies.  In a post on the ROI Revolution blog, Ben Ronnenberg gave us insights into the results of one of his anonymous clients that can be instructive.  He called this company “Client A.”

“The following story is about a lead generation client (Client A, for anonymity), but Facebook would certainly be worth testing if you’re in an e-commerce space too.

We created Client A’s Facebook account back on January 26. He’s a local advertiser, only seeking clients within a close radius of a heavily populated metro, so we set the Facebook geo-targeting to just 10 miles around his city.

Within 18 days his campaign spent just over $500, generating almost 600 clicks, but these numbers don’t tell the whole story yet:

When we dig into our Google Analytics reporting for Client A’s Facebook PPC traffic, we can see that his $500 in spend produced 11 highly valuable customer leads:

By highly valuable, I mean that Client A knows his customer lifetime value and has been able to determine that each new customer lead is worth $600 to him.

So for a ~$500 cost, with 11 new customer leads worth $6,600 (11 x $600), we’re talking about a superior ROI from Facebook in just 18 days!

It’s important to note here that Facebook is only producing 5.5% of the overall leads from our top 5 traffic sources, so it’s not going to replace Google AdWords anytime soon. Facebook is however, turning out to be a solid supplemental lead source for Client A.

Tips for setting up a Facebook campaign

1. Track your conversions with a reporting service like Google Analytics.
2. Utilize Facebook’s demo/geographic targeting to focus on a niche audience.
3. Set your bid price within Facebook’s suggested CPC bid range.
4. Use a captivating image in your ad (you can combine an image with text).
5. If you generate a strong impression share initially, but then it trends downward over time, you should rotate new ad creatives to keep a fresh message in front of your audience’s eyes.

6. If you are unable to generate any substantial impression share at all, then try experimenting with different or fewer demographic segments. You can also try targeting a larger geographic area to boost your ads’ reach.”

from the ROI Revolution Blog

Just how big is Facebook, really?

According to TechCrunch, big enough to encroach on Yahoo’s position of “third largest Web property in the world”, trailing none other than Google (#1) & Microsoft (#2).

In the U.S., Facebook already has the second highest number of unique visitors per month – surpassing Yahoo for the first time in January. Compete.com also reports that of all time spent online in January, 11.6% was on Facebook, compared to less than 5% on Yahoo and Google each.

What does this mean to you?

Well, I don’t have the answer to that question, but I can tell you what it now means to some of our clients for whom we’ve recently started advertising on Facebook –> more qualified customer leads + a desirable cost = more $$$ for them.

The following story is about a lead generation client (Client A, for anonymity), but Facebook would certainly be worth testing if you’re in an e-commerce space too.

We created Client A’s Facebook account back on January 26. He’s a local advertiser, only seeking clients within a close radius of a heavily populated metro, so we set the Facebook geo-targeting to just 10 miles around his city.

Within 18 days his campaign spent just over $500, generating almost 600 clicks, but these numbers don’t tell the whole story yet:

When we dig into our Google Analytics reporting for Client A’s Facebook PPC traffic, we can see that his $500 in spend produced 11 highly valuable customer leads:

By highly valuable, I mean that Client A knows his customer lifetime value and has been able to determine that each new customer lead is worth $600 to him.

So for a ~$500 cost, with 11 new customer leads worth $6,600 (11 x $600), we’re talking about a superior ROI from Facebook in just 18 days!

It’s important to note here that Facebook is only producing 5.5% of the overall leads from our top 5 traffic sources, so it’s not going to replace Google AdWords anytime soon. Facebook is however, turning out to be a solid supplemental lead source for Client A.

Tips for setting up a Facebook campaign

1. Track your conversions with a reporting service like Google Analytics.
2. Utilize Facebook’s demo/geographic targeting to focus on a niche audience.
3. Set your bid price within Facebook’s suggested CPC bid range.
4. Use a captivating image in your ad (you can combine an image with text).
5. If you generate a strong impression share initially, but then it trends downward over time, you should rotate new ad creatives to keep a fresh message in front of your audience’s eyes.
6. If you are unable to generate any substantial impression share at all, then try experimenting with different or fewer demographic segments. You can also try targeting a larger geographic area to boost your ads’ reach.