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Here are another 10 creative marketing techniques for generating high quality leads. Naturally each one has pros and cons so test carefully.

1. Zero in on your product or service with a no frills approach. Keep your offer simple, no free samples, premiums or special deals. This is a good qualifier but your copy must appeal to the emotions of the prospect and be heavy on benefits, not features.

2. When you offer information for free, make sure it specifically qualifies your prospect. Believe it or not, there are business people out there who love to collect free information, ad premiums and free giveaways. They have no interest in your product or service. Make sure whatever you give away is directly related to what you're offering.

3. Give your prospect a choice. Don't simply offer a yes or no proposal. Give them a choice. One might be free information only. The other might be free information when you give us your phone number with the knowledge that a salesperson will follow up. With the second choice you know the prospect has a more serious interest.

4. Target your market. Make sure you're addressing your direct mail piece to the decision maker and not wasting it on a subordinate. Online, qualify the reader by identifying the market in the header of your sales letter or landing page.

5. Use this 3 step method to locate and qualify prospects. Survey or call a group of potential prospects to qualify them. Send them literature about your product or service and then follow up again on the phone, in person or via e-mail. Literature can be mailed to them, e-mailed or direct them to a special landing page which captures their information.

6. When you run a lead generation ad in a trade publication or an online banner ad on a trade website, request that your ad not be included in the "bingo card" number. Instead request that the prospect request more information directly through your response device. This could be a reply card, e-mail, phone number, fax number or website form.

7. Ask for the prospect's phone number and title in the ad. Require this field on your online forms as well. Test, test, test. Don't give up after an ad doesn't perform to your expectations. Test headlines, copy, offers, deadlines, appeals, formats and follow up material.

8. Ask prospect to identify his extent of interest. Give her a choice. Do you want us to contact you now, in 3 months or in six months? How would you like to be communicated with? E-mail? Phone? Fax? Mail?

9. Up-sell or cross-sell prospects. Localize your sales message. Let prospects know they are dealing with people in their area. Personalize your landing pages and local ads to speak the locals "language." Make sure they understand that you understand their local culture and market.

10. Mail frequently to ask for referrals. Lead generation is all about relationships. Once you get a lead begin to build a relationship with frequent newsletters both offline and online. High quality referrals from satisfied customers turn into quality sales leads. Re-mail your house list of prospects. Keep prospects in the loop by sending them a series of e-mail messages by auto responders or regular mail on an ongoing basis. Just like personal sales calls, it takes several contacts to make a sale.