Lead Generation
Leads
With out a doubt my favorite projects involve making the phone ring. I have never understood why so many entrepreneurs and sales orientated operations focused on making the initial approach or contact with perspective clients. Cold calling potential clients and asking them for their business is not a very wise approach in my opinion. The whole concept of trying to convince someone they need your service or product is to much trouble. It makes much more sense to just have them ask you for help. Your sales team should only answer inbound calls. Business is so much easier when customers come to you for help compared to you trying to convince consumers to buy what ever it is your selling. This day and age people are bombarded with sales people trying to force something down their throat one way or another and most people find that whole situation uncomfortable. By having a sales strategy that runs off of inbound calls your sales team will always have a interested and qualified consumer that is asking you for help. This is a much more cost effective and enjoyable model for you, your client, and your sales team.
How Do I Bring Your Clients to You?
Qualifying sales leads is the basis for any successful marketing and sales campaign. Instead of bothering everyone at the entrance of your market by handing them a bright and shiny coupon that they are simply going to crumple up with the other handful of annoying coupons your competitors are handing out right their next to you, you should wait. Wait until they are inside, and walking down the isle comparing options and choices. Then once they are able to establish for themselves what they need or want I will simply point them in that direction. The key is to know the buyers path. A big mistake is to go after consumers who may not be buyers when you can simply wait patiently at the buyers entrance which is essentially the shoppers exit. By doing this all you have to do is open the door and respond "your welcome".
Knowing Where to Wait
Given the notion you are paying me you will not have to worry about "where", "how", or "when" to be "there", to do the "what" right "then". However we will ofcourse have to collaborate and develop a smooth, simple, and sensible conversion process. This discovery and development process will be the most important and critical aspect of our future success. Once I am able to obtain a solid grasp of how your product and or service is able to help your clients and more importantly for my purpose what your customers need and experience before they become clients (what they need and why they need it) from this point I will be able to visualize the process, the traditional marketing and sales approach, and finally how we will short cut the competition in both cost and effectiveness. The ultimate key to our success will be our niche that sets us apart from the competition. Finding that niche is what I do.
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