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Sales Training + Inbound Marketing + HubSpot

How to do lead generation so you Never Cold Call Again

Posted by Wes Schaeffer | Feb 10, 2015 11:15:04 PM
Lead generation happens on purpose and can happen for free if you have a plan. Here's a quick overview of how to Never Cold Call Again.

(Updated from original post on 10/30/12) In the last 30 days I had 256 submissions into my Infusionsoft database from various web forms installed on various web sites I own.

I did not buy a list and blast it.

I did not host forms on "weird" sites to harvest names. I didn't run some cheap giveaway or contest or gimmick to drive extra traffic.

I did this with no PPC, SEM, joint ventures, direct mail or other paid advertising or marketing expense other than the hosting cost for my websites, which is about the cost of one fancy Starbuck's coffee per month.

(Dec 9, 2018 update: I used to have two hosting accounts: Media Temple for my main sites and HostGator for my development sites. MediaTemple Website Hosting runs about $100 per month and HostGator has plans for under $4.00/mo with this link. Those were and are fine for Wordpress sites but I moved this site to the HubSpot hosting three years ago and in October of this year I upgraded to the HubSpot Enterprise plan. I have my reasons but you can read about HubSpot vs Wordpress here.)

In other words, all 256 entries came into my site via good old-fashioned SEO and good Lead Magnets.

Additionally, I generated 46 leads that registered at Infusionsoft under my affiliate account. These prospects completed a web form at their site and will be credited to me when they buy. Again, with no PPC, SEM, direct mail or other paid advertising.

With a wife that stays home to raise our 7 kids and our big dog, along with 10 part time staff that need to provide for their families and needs it is imperative to have adequate lead generation so we can win new clients.

I am doing this while working from home with almost no paid advertising, no travel, and no cold calling.

Knowing what I know now to build my business, I will never have to cold call again.

But I did make cold calls when I got started in sales and if you don't have control over your company's website or blog or social media accounts and/or any other forms of marketing and advertising, you may have to make cold calls.

If you do, check out these episodes of The Sales Podcast with

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Good Selling,

Topics: Small Business Marketing, Never Cold Call Again, Lead Magnets, Goodbye Prospecting, Lead Generation, Digital Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


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