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Online Lead Generation Drives Higher Growth, Profitability

November 8, 2011
  |  12,250 views

Professional services companies that generate a large proportion of business leads via online sources grow faster and more profitably than firms without such lead capabilities, according to a new study by Hinge Marketing, which also found that SEO, blogging, and Web analytics are among the most effective online marketing tools for such high-growth firms. 

Below, additional findings from the study titled "Online Marketing for Professional Services Firms: How Professional Services Firms Can Achieve High Growth and Profits with Online Marketing," based on a survey of 500 professional services companies.

Among professional services firms surveyed, 77.1% generate at least some new-business leads online; most (48%) generate less than 20% of total leads online and nearly one-quarter (22.9%) generate no leads via online sources.


However, 14.8% of firms generate 40% or more of their new business leads online and such firms lead the pack in business growth and profitability.


Impact on Growth

For example, among companies that generate 40-59% of leads online, the median two-year growth rate is 63.9%, compared with 15% among those that generate no leads online. That balanced approach of traditional and online marketing strategies may represent a "sweet spot" that creates optimal results:

Impact on Profitability


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  • by Jack Goldenberg Fri Nov 11, 2011 via web

    I agree with the premise that onlinel lead generation has a positive effect on profitsability. But I don't agree that once you've set up your SEO, you're done. Google loves fresh content so web site can't remain static. They must constantly feed the Google machine. Jack Goldenberg, JCIP

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