the 90-Day Blitz for serious lead generation

Lead Generation

For Sales and Marketing execs we offer a solution to the twin problems of low market awareness and inadequate lead flow. The 90-Day Blitz is typically used to sustain a word of mouth, viral marketing, Influencer-based product launch or lead generation effort.


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What is a 90-Day Blitz? LeadGenLightning1 It’s a multimedia, lead-generation activity based on response compression techniques. It is a fully integrated 3 month program that combines social media with traditional media to create a sense of event.

The 90-Day Blitz produces a substantial flow of leads in a very short time with minimal LeadGenLightning2commitment of financial resources.

We call this tighter time-frame approach ‘response compression.’




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Are you having lead flow problems?

The 90-Day Blitz offers a solution to such problems as branding weakness, inadequate lead flow, poor market visibility, the challenge of meeting quarterly numbers, a need to unify sales and marketing into speaking with one voice, and an ability to eliminate the inefficiency of the random task–or fragmented media approach–to media planning.

Sales/marketing problems that often prompt the blitz strategy

• Poor response levels to marketing communications efforts

• Return on investment of marketing dollars poor, or not measurable

• Cost of sales too high caused by ineffective media strategies

• Long cycle times due to low market awareness, bad positioning

• Too slow to market with marketing messages

• Quarterly, annual sales goals not being met



What is a 90-Day-Blitz?

It’s a multimedia, lead generation activity based on response compression techniques. It is a fully integrated 3 month program that combines word-of-mouth, viral marketing, and CGM (consumer generated media) with traditional media (email, print, direct mail, telemarketing, etc.) to create a sense of event, which in turn produces a substantial flow of leads in a very short time with minimal commitment of financial resources.

Typically it uses 3 to 5 media vehicles to present your message to prospects over a week to ten-day period at the beginning of each of three months.

A note of caution: It typically takes 90 days to develop the Blitz program so that a strategy begun in September will be ready for a January 1 launch–which is traditionally the best time of the year to start either a direct marketing or branding effort.




The source—and rationale

Why response compression? To quote Ernan Roman, author of Integrated Direct Marketing which was published about 10 years ago, “We have found that the traditional sequencing of media does not create the maximum synergy from the media being employed.

Specifically, the impressions are conveyed over too long a time period, diluting the impact to a significant degree … we create a sequence of ongoing contacts, using a variety of media.

These are deployed with short, carefully orchestrated intervals between contacts so that we gain a disproportionate share of the prospect’s attention.

A sense of event is generated — a feeling that something important is going on. It would be far more difficult, if not impossible to achieve this effect through isolated media.

We call this tighter time-frame approach ‘response compression.’ By deploying media in an abbreviated time frame, we create an intensified synergy between media that generates much higher response rates.”




Keith Bates & Associates, Inc. 4319 N. Lowell Ave., Chicago, IL 60641, 773.205.7992,