Lead Generation Secrets

By: Tim Little

High Profit Sales Strategies using 80/20 Rule

“Those who analyze the reasons for their success know the 80/20 rule applies. Eighty percent of their growth, profitability and satisfaction comes from 20 percent of their clients. At a minimum, firms should identify the top 20 percent to get a clear picture of desirable prospects for future growth” Vin Manaktala


What is the 80/20 Rule and why you need it in your sales lead strategy?80/20 Principle Is a simple way of looking at your sales and profit figures and identifying the largest sources of the contribution. This report will show this technique for finding which of your customers are profitable and which segments to market to and use the most profitable products and services that market.

The 80/20 Principle

Is essential for doing the right type of prospecting and segmenting and relating this to any business strategy, including the process of purchasing a list for your lead generation campaign.


It is important to separate which customers are costing the most and knowing which customers are most profitable I will show you how to use the 80/20 Principle in this way.

It is unfortunate that few marketers spend enough time thinking about who their best customers are instead many employ the mass marketing methods treating every client and prospect the same way. Chasing too many prospects or customers the same way will only escalate you’re marketing and selling costs and is highly in-efficient.

By using the 80/20 Principle….

Together with integrated marketing lists that duplicates your top 20 percent most profitable customers you have the opportunity to be more strategic in your business. Common sense dictates that if 80% of your income comes from such a small group of clients you should make sure you know who they are.

You can achieve this with a segmented marketing lists, which target only the criteria of your very best customers taking into consideration the 80/20 Principle. This will be your most profitable and optimized customers that represent the business sector and industry, title, revenues, credit scores and geography.

The money is in the customer database

A database software program that can run reports to spot customers who are providing a large part of your income and take steps to ensure they continue to do business with you.

This is the segmentation special invites, exclusive offers and regular courtesy calls. These clients are the backbone of your business and your core top 20%. (I can help you with this process since lists and marketing databases are my area of expertise and this is the foundation of your marketing strategy)

Your Client Database will not only tell who they are, it will give you the tools to treat them like kings. While you should dedicate extra time and effort to your very best customers (the top 20%) this doesn’t mean you should ignore your mid-level clients (the other 80%).

Segmentation is the key to understanding direct marketing profitability and this is the key to riches… Some other reasons to segment the top 20% from the balance of Just as 80% of your income comes from 20% of your clientele, 80% of your headaches can be traced back to a very small group of clients.

The difficult clients are rarely your high value clients. If you really want to minimize your workload, identify these demanding clients and consider dropping them. Many small businesses owners will know who these clients are immediately but in larger businesses it might not be so apparent. Use your segmented client database to track which clients that are causing the most problems, taking up staff time and creating the most delays.

Segmenting your product/services

for superior customer service to only the top 20 most profitable (will save you a lot of money and boost your productivity 5 times fold) since this is your core like frequent shoppers and big dollar volume spender and segment the other 80 percent into less expensive marketing activities like mass emails or self-serve on website to lower marketing costs. Lead Generation

The following direct marketing strategy has proven to be the most successful methods for generating qualified appointments to any professional service business including insurance, accounting, consulting, acquisition of a business and manufacturing to mention only a few.

This strategy if executed correctly on a month to month basis will generate more business than you can possibly handle if it is executed by a professional direct response marketer.

I can guarantee results and a return om investment for a small retainer. We have proven this year after year to the many clients that we have worked with over the years at my advertising agency.

Sales Leads

that generate revenue quickly month over month and every year when executed with this direct mail marketing strategy. Getting the lead and appointment…it’s what lead generation is all about This program that combines direct mail with prospecting call campaigns to reach prospects one-on-one for increased response.

During the calls, if we find a prospect that has an immediate need we will contact you that day. To support your sales team, in addition to making the initial prospecting call, we can send the response package and make the follow up call to set the appointment.

1. Direct Marketing List Selection Process

What segment or niche would respond to your offer? A great way to start is by analyzing your current customer base by who recently purchased an item, do they shop frequently what is the dollar volume.

New customers will likely be similar to the people who currently do business with you. Identify your best customers first…..by recent purchase, dollar amount, frequency

The top 20 percent segment can be separated by how recently they purchased from you, but also by how frequently they purchase from you and the dollar volume they have purchased over their lifetime and most recently. direct mail campaigns and follow up calls. Testing and segmenting the unique characteristics of your best and most profitable customers.

2. Personal Segmented Postcard

I can help you find the most profitable customer segments before you spend any more money on new lists.

Then we mail your list a targeted postcard by segmentation and industry and top 20% . After segmenting your customers by demographic or standard industrial information, so you can tailor your message to match their needs and interests, and increase the chances that they’ll act on your offer.

For example if your are a local Certified Public Accountant you would first segment your most profitable customer using the 80/20 Principle after identifying the top 20 percent and purchasing prospective lists that mirror the top 20 percent you would than segment by industry and mail a large personal size postcard to them. After mailing these segmented lists and postcards the next step is to set a

3. Leads – A sale can’t happen without acquiring a lead in the first place.

I have been successfully conducting lead generation campaigns for clients resulting in response rates of 10% to 30%. The campaigns include: Including direct mail with inside sales calls, print and online advertising, Sending response material that engages the prospect and begins to build the relationship with your company.

The follow up and setting appointments if necessary with company President or Owner Producing the print, digital and Internet components of the sales and marketing program control cost without sacrificing quality

The next step is contacting the business owner or decision make and set appointments for your sales team in monthly cycles to reduce the chances of bad luck in these uncertain times.

Finally – The Analysis

There are several key areas of your marketing and sales activities that you should consider analysing. (This is something I can help you with) These include:

  • Sales Lead Generation Services
  • Profitability of customer accounts
  • Sales and products and services
  • Sales margins per channel ( direct sales force, web sales and Facebook leads)

Here are some steps to follow to analyse those needs: Calculate values (sales and profits) contributed to each one of these activities (customers, products/services and channels) Add a total figure for the year.

  1. Arrange the values each activity in descending order
  2. Calculate the value of each as a percentage of the total for the period annual or monthly and calculate the cumulative percentage.
  3. Find the row in your data that where the cumulative percentage is  approximately 80%.
  4. This information will tell you which groups of customers might fall into.

Great sales lead generation services and the analysis of your most profitable segments help you connect with potential customers so you can make more sales.

At one time finding customers was as simple as putting up a sidewalk sign or opening a phone book and dialing some residents or businesses, but today those don’t target your market effectively enough. Most modern lead generators market to people who are already thinking of buying your product anyway. This can be done most efficiently on the internet.

See Me Here: Timothy Little – Direct Marketing Consultant Tim Little 1 (888) 889-0552

About Tim Little Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed expertise in the field of strategic planning, direct market advertising and analysis, direct mail marketing and is a specialist in developing unique and lucrative opportunities using direct response marketing methods for business.