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Lead Generation
Lead Generation
Company revenues are down, competitors are more aggressive
than ever. Through difficult times you must continue to
select, reach, influence and maintain effective lead
generation to produce qualified business sales leads from
fewer buyers.
Company image and consumer awareness of your products and
services are important but not the best place to spend
marketing dollars during tough times. As apposed to
directing lead generation services to try and reach the
entire market with general messages, proper business to
business lead generation finds success through lead
generation marketing that targets a group of prospects to
explain product service benefits and features.
The average business to business sales call costs
approximately $400. A typical business to business sales
lead that exceeds $35,000 takes on average 5 sales calls to
close. Less than 20 percent of lead generation program
efforts focus on prospective new clients. The average number
of sales calls taken by customers over the phone is 5 per
week. On average, customers have only 2 in-person weekly
meetings with salespeople.
In the majority of lead generation situations, salespeople
typically find, on their own, about 40 percent of new
business opportunities. Mostly they develop business lead
generation opportunities through referrals, additional
projects from past customers, potential customers they meet
at networking events and past customers who have moved to
new companies.
Salespeople, working on their own, seldom reach 60 percent
of business to business lead generation opportunities and
sales potential for the following reason. Most salespeople
hate the rejection that results from cold calling they
prefer to spend their time with prospects that are ready to
buy or with current customers. Various cold calling
techniques and prospecting sales is a vital component in
determining which business organizations are interested in
learning more about your companies products or service. For
the most part this is considered the least enjoyable part of
the sales position.
Lead generation and the successful delivery of a well
written calling script can usually identify the missing
60 percent of sales opportunities. Lead generation through
telemarketing has proven a very effective method for finding
qualified sales leads and helping salespeople spend more of
their time where it is most likely to generate income.
With the cost of business to business sales leads on the
rise, companies are beginning to wake up to the price tag
associated with traditional face to face methods and more
than ever turning to efficient lead generation programs.
Successful companies are finding that by using more cost
effective techniques to generate sales leads and investing
their salespeople with sales calls that have a greater
potential to close they are making substantial gains in
lowering the cost of acquiring new customers.
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