Prospecting Tools vs. Lead Generation

Recently, I’ve been bombarded with tools and software from different “gurus” that are being marketed as “lead generation” tools.

Some of the headlines read:

  • Grab Red Hot Leads
  • Grab Hungry Leads
  • Grab Hot Leads By The Truck Load
  • Powerful Lead Generation Tool

I was thinking about this over breakfast and catching up on some reading. Check out the Wikipedia definition of a “sales lead“. The true definition of a sales lead is a person or entity that has expressed an interest in your product or service.

Many of the tools and services being hyped or marketed online today are “prospecting tools”.

The line between a lead and a prospect has certainly become blurred and I’m not certain online marketers are making it any easier.

On a lighter note, I was amused this morning to find a post on a popular Internet marketing forum from a company in India that provides web development and Internet marketing services. They were asking for ideas on how to generate leads for their websites. Ironic that an online marketing company is asking for ideas on generating leads when they trying to help customers potentially do the same.

While many tools that are scraping data, compiling it as a “sales lead”, there are many services, companies, and software that by definition generate a qualified sales lead according the Wikipedia definition.

What are your thoughts? Has the line between true lead generation and prospecting become blurred? What are your thoughts on lead generation and prospecting online?

Prospecting Tools vs. Lead Generation

 

Social Media – Does it Work?

I found this testimonial recently on a site for a lead generation tool. The part I found funny was the fact that most of the folks selling social media marketing services claim you can replace pay per click and other forms of marketing.

This person utilized a $4000 lead generation tool to find potential customers for social media marketing services. If social media is so powerful, why didn’t this person just use social media to find new customers?

“After experimenting with XYZ lead generation tool for a while I finally struck Gold!
After completing a course on Social Media Marketing, I decided to search for prospects
in need of Social Media Marketing. With just one search, I scored 2 new clients. These 2
contracts alone paid for my investment in XYZ lead generation tool!” — B.R.

In a recent mastermind conference call with Perry Marshall and nearly 300 other participants, feedback was unanimous that savvy marketers use pay per click marketing over social media to generate consistent and measurable business results whether it be new sales, leads, or prospects.

With that being said, I still think social media has a role in marketing that should not be overlooked. The question is how much time do you allocate towards social media vs. other forms of online and offline marketing?

Care to see a demo of the lead generation tool? Visit Lead Evolution