5 Reasons You Should Improve your Lead Generation Strategies - Right Now!
Greer Ford
Helping Sales and Marketing Leaders Drive Business Growth | Inside Sales | Generating Sales Leads | Pipeline Creation and Coverage | Prospecting as a Service
Sales pipelines are notorious for being inconsistent and having highs and lows, which can make it very hard to be able to forecast for the future.
But the biggest mistake made in even the best lead generation strategies – is not planning for the future. The first thing is to acknowledge that what you do now will directly affect your sales later. The second is to actually do something about it.
So here are the Top 5 Reasons why you need to improve your lead generation Strategy RIGHT NOW
- 68% Of Organizations Have Not Identified Their Best Target Market
Any form of lead generation taking place should also be used as an opportunity to gather quantifiable data. With every prospect spoken to you should be recording the following to be able to ensure you know who needs you!
How did they find you?
After they found you - why you did they chose to contact you?
Who else did they contact with their enquiry?
What is the direct challenge that they are facing for which they sought your help?
What industry are they in?
How many staff do they have?
Where are they located?
This information will give you a great starting point to getting a better understanding of who needs you. Once you know who needs you, and what they typically need you for – then you can adjust your lead generation strategy to suit and start targeting the right people- saving time and getting a much higher conversation rate!
2. Alignment of sales and marketing impacts revenue growth up to 3 times
One you have quantifiable data you can use that knowledge to directly target the right people – Making sure your solutions are seen by the people experiencing the problems.
Just imagine how much of an impact that a 20% or higher improvement in the quality of the leads coming through to you would have!
3. 70% of people make purchasing decisions to solve problems - 30% make decisions to gain something
Streamline your message – consistently!
So now you know that people with the problem of XXXX found you via XXXX and are in the XXXX Industries with XXXX number of staff.
The next step is to get your solution out there – if your target market is small to medium manufacturing companies in Sydney that experience challenges with finding reliable, trained and affordable staff for last minute needs - then create a targeted message about how you can specifically help them, and then get it in front of them. Cold calling, articles in trade magazines, online media etc to get your solution to them.
4. Nurtured leads make 47% larger purchases than non-nurtured leads
Look after your prospects!
Only a small few will be ready to buy right away, the rest will take between 3 to 22 touch points and this can take weeks to months to years.
If a company has the ability to use your services, but not a current need – it does NOT make the lead a bad one.
Most prospects will in fact fall into this grey area– where you could help them but can’t right now – and that’s OK.
Just make sure you are top of mind when they CAN make a change. Stay in touch every month or so with newsletters, a call to see how everything is going, give them feedback from recent success that you think would be similar or relevant to any work you might want to do for them, etc, etc. This is how you create an ongoing and consistent sales pipeline.
5. 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call
78% - That’s HUGE right? Yes! It is! And that’s why if you don’t have the time, concentration, skills or software to be able to manage a cold calling lead generation campaign in house, consistently – its SUPER important that the company you choose to do this for you is the best possible reflection of your brand and what you want.
If you base this choice on cost alone it will be like every other decision you have even made based on cost alone – probably resulting in something less adequate than what’s actually needed to get you the right results.
Personally – if I was hiring someone to call and represent me and my company – all we stand for, can do and achieve – to a target market that I KNOW needs me – I would want the VERY best.
And not just because of the success the right company will have, but because of the damage that a bad one would do.
If you think it’s expensive to hire a professional, just wait until you hire someone who isn’t one!
About Us - Easy Leads
We provide affordable Australian telemarketing that comes with a sense of humour and a high degree of professionalism. We all have English as a first language too, so that you can be sure we give that local feel to all of our calls.
All our fabulous telemarketing agents work from our Sydney office (Manly Vale) and as well as being brilliant conversationalists they are also Matchmakers, Psychics, People Movers and Personal Trainers- making your data work hard for you!
We don’t outsource anything overseas or have people working from home – which is quite rare in our industry considering our low rates. Our staff are paid above award wages and have multiple incentives to keep them motivated, working hard and happy.
We pride ourselves on loving what we do, and we are very, very good at it!
Give us a call on 02 8488 8266