In order to effectively make sales, you have to have qualified leads. Lead generation is the act of establishing interest in products or services among a target market. If you want your message heard through more than one channel, itís important to establish a strategy that creates some demand, which is what lead generation strives to do. Itís all about brand awareness, pulling down leads and making sales.
There are several steps in generating leads just as there are several levels of interest a person might have in what you are offering. The interest can vary between non-existent to ready to buy. However, most lead generation techniques involve some level of nurturing.
One thing you know you donít want your salesforce doing is cold calling people from a huge list that hasnít been qualified. The fastest way to close on a sale is to present the salesforce with a list that contains only interested parties. According to Marketo, mature companies will see more than 130 percent better revenue than the average company. These are also the companies where the sales rep will spend the bulk of their day selling instead of grunt work required of reps in companies where lead generation isnít taken seriously.
The lead generation techniques of yesterday look quite different then the modern version. Online and social marketing has really helped change the landscape. There is so much information available online that buyers can do almost all the research themselves. However, marketers are still looking for ways to reach out to potential buyers and make themselves visible above all the fog.
By some accounts, buyers are about 90 percent of the way through the buying process before theyíll interact with your sales team. However, if your lead generation strategy is solid, youíll be able to guide that prospect through a sale long before the average point at which most buyers are contacting the salesforce.
Lead generation involves building trust in your prospects. This doesnít have to include sitting at a booth in a trade show for hours and hours. Instead, partnering with a professional agency to use technology to generate leads is the way to go. In the B2B world, telemarketing is a very solid means of developing leads. Professional calling campaigns use critical data to generate leads and capture market research that helps identify new opportunities that generate profits.
Some telemarketers offer more than just lead development, they also offer market research services, event marketing and customer development services. Using U.S.-based call centers with highly qualified agents working the phones, these companies offer an excellent return on investment.
Blue Valley Telemarketing is staffed with experts on lead generation. We have proven processes to reduce acquisition costs. When working with publishers, weíve been able to increase subscription conversion and generate actionable leads, time and time again. Contact us today and find out how our strategies will work to put you in touch with more qualified leads.