Wednesday, February 4, 2009

Using a Lead Generation Company (like ours)

More quality leads that’s what we want, isn’t it. Not just some tire kickers looking us over, not some person who can fog a mirror, but real people and companies with real needs that we can do, with real money to pay for those goods and services.

You can push your sales force to generate more sales leads. Yet, I have seen more times than not, that companies don’t want to compensate the salesperson who is an excellent missionary sales person, but give the money and glory to the customer service after the sale salesperson. It takes time, hard work, patience and nurturing to bring in those new accounts, and companies are in usually in the pay for results mode mode of thought not the pay for future sales way of thinking.

As an alternative you can go and contract out to a company like ours. Grizzly, battle hardened, thick skinned sales and marketing professional who live only for the hunt, the working and creating qualified leads rather than the more customer service oriented sales person.

We are not the only company doing this kind of work. And we hope we have put together a unique way of putting together guerilla marketing, advertising and telesales into a unique way of finding qualified leads for our clients. So the question I put to you is: What information should you be sharing with a lead generation provider to ensure you reach your sales campaign goals.

To start the more information you can give us the better. We cannot create leads for you in a vacuum of emptyness. The more you share the more opportunity there is for us to develop a deeper sophisticated target and demographic or your ideal customer. To start there are 3 things we would need from you

1) ROI targets. Are your numbers real and attainable?
2) What happens in the initial follow-up after we have a qualified lead?
3) What is the long term follow up patter that you have in place.

Then what tools will you use in your attack: The lest here can be too long for a simple blog but after list creation and call center set up, will you be using mail or wave mailing programs, e-mail blasts, newsletters, f12f sales calls, trade show invites, etc. After you put all this information together your “Lead Generation Company” might have some advice on what you should do in addition to what you think you should be doing to improve your end result and give you a higher ROI.

The end result is that the more information you are willing to share the more your lead provider can give you the results you are hoping for.

Larson note: More time than not, a company will buy a bare bones program. It’s their choice, we can only make recommendations, they control the purse strings and how much and how serious they are, in wanting new customers. A few will put a full program in place, most however think that a telesales effort is all they need and we become the sales and marketing of the effort. We can do that but, if that is all there is you are cutting your nose off. When you are willing to walk the extra steps to using telesales and list creation into a multi-channel 4 or 5 pronged attack, the odds of your success and a higher ROI go up exponentially.

Like in the Movie Star Trek 2: The Wrath of Khan, when Spock noted that Khan was only thinking in 2 dimensions and not 3, with the end result that the Enterprise using vertical as well as horizontal space movement was able to attack and win over Khan. So to in marketing and lead generation. Think of multiple dimensions for customer, prospect contact and watch your base of new customers double or triple.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

P.S.S. If you are in Credit Cards I have just signed up the services of an EXPERICENED merchant service salesperson. Interested in using him, call today.

*Source: Active Response Group

1 comment:

johnhardings said...

Leads are an opportunity to make money and it doesn’t matter what you are selling, there are people out their looking to spend money in order to make their life better and easier. It is important to target these people through lead generation and then work on your pitch skills because the combination of these two attributes are going to make you money.