How we do it
Our ability to generate leads for clients across a wide range of industries is down to our understanding of the lead generation process, excellent initial and ongoing training and a wide range of experience in the industries that we sell to.
Measurable
All lead generation activity needs to be measurable, you need to be able to track where the good quality leads have come from. You also need to be able to associate cost per lead to each source to determine the most cost effective lead eneration. Once you have this information you can then concentrate on the best sources.
Achieveable
Is the level number of leads required achievable. If you sell large IT software systems then it will not be realistic to expect 10 leads per day to come from telemarketing. Likewise for other products and services a larger number will be achievable.
Relevant
All leads generated must be relevant to your organisation. This doesn't just mean the right industry but also the right time in the buying cycle, the right contact and the right budgets.
Recycling
No lead should be removed from the database unless you absolutely cannot sell to them, or they request it. Even companies that cannot be sold to now may need your products or sevices in the future. You should always move prospects around your pipeline depending on the last contact you had with them and the urgency of the next action.
Integrated
The best lead generation campaigns use multiple communication mediums to target your prospects. Some of your contacts will prefer to be contacted through telemarketing, others may prefer email, why limit the success of your lead generation campaign by not utilising all communication mediums.
Scaleable
Once you have a good system you need to be able to roll it out to all prospects in your target market. The best lead generation campaigns can be fully controlled and rolled out across the target database as and when new leads are needed.
