Why Lead Generation?
I have been telemarketing for lead generation for the better part of a decade. This is often a question I get asked by prospective new clients, so here are some points to consider:
First, you are an expert in your business. If you want to know about a strange rattle in your car, you might go to a mechanic. If you want finance for a new car altogether, you might go to a banker. In the same way, if you want to promote your business, you need to approach someone who is an expert in that field. It’s important to speak with the right person.
Second, not all marketing is equal. Not every attempt you try is going to product exactly the result you’re looking for. The mechanic might swap your tyres, when an alignment may have fixed the rattle. Or the banker may organise a loan, when a leasing option would have been more suitable for you. As with anything, it’s important to weigh up the options, and compare your choices to be confident you’re getting the right advice.
Third, it depends what you’re looking for. Take your car to the mechanic when something needs looking at, and consult the banker when you want to improve your financial situation. If you get them the wrong way around, the mechanic might sell you wheels you don’t want, or the banker might provide you insurance you don’t need. Neither of will fix the initial problem.
Lead generation is just like any other business service. Really any service at all. If done poorly, it will be a vacuum that will provide nothing more than a great way to waste money. Done properly, it will be a very powerful tool to target your business activity – and put you in touch with a whole lot of new prospects.
What can you do with it?
There are a number of uses for a lead generation campaign here are a few:
Nurturing warm prospects – have you got a few leads that just aren’t ready to buy yet? Many prospects can take up to ten touches before they advance in the sales cycle, and we can look after this for you.
Follow-ups – a frighteningly large number of salespeople don’t follow-up on the sales they’ve made. Often they will use the excuse that they don’t have the time, but often they’re afraid of what they might hear. The funny thing is, follow-ups often result in a positive experience, even if customers were slightly displeased with your product or service in the first place.
Customer outreach – How are your customers you sold to 3 or 6 months ago? No idea? It’s important to keep on top of these customers, as often they will be ready to re-buy before too long, and if you can make them an advocate they will refer other sales to you. It’s not about waiting for the sale, it’s about building that relationship for further sales to happen.