I was catching up on my blog reading today and found a great post on Seth Godin’s Blog. It read:

The more people you reach the more likely it is that you’re reaching the wrong people

Who vs. how many.

I think this is brilliant on several levels. First, from a bloggers perspective, he uses as few words as possible to get his point across but still provokes thought and leaves you wanting more.

Secondly, I am a firm believer in what he is preaching. At ReachForce, we call the concept Godin refers to as spray and pray. That is, traditionally marketers have sprayed their message to as many people as possible and prayed that it will reach the right people and stick. With industry response rates at 1-3%, this methodology obviously isn’t working.

Targeted lead generation, however, can yield response rates of 20-30% or higher. If you focus your efforts on a smaller, more targeted group, you can send a more relevant message that has a better chance of resonating with your audience.

You can read more about this concept in our eBook, Funnelnomics.