I firmly believe that email is still the best tool for prospecting and lead generation. It’s personal, targeted, accessible, and measurable. And it can yield a steady flow of very high quality leads. That said, it’s getting harder and harder to break through to the people you actually need
Marketing qualified campaign leads are contacts who show interest by clicking, downloading something you send, or attending an event you host. They are not a guaranteed sale. 10% will agree to an appointment. The rest are future opportunities. That’s not failure; that’s the sales job.
Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save that money. The sales rep is setting appointments. He can do it. Or – Hey, lead generation is performing. Yes, the sales rep left but we don’t need to
Moving quickly through prospects using a sales script and not putting any effort into establishing a relationship puts you into highly competitive sales cycles with tremendous pressure. Take some time to get to know your prospects and build a relationship with them. They might not be interested now, but
Acquiring a list is the fastest way to build a list, but it’s not uncommon for 40% or more of the contacts to contain bad data. Alternatively, building an organic list allows you to carefully select and cultivate contacts that fit your target market, so your marketing efforts are
List building is one of the biggest challenges in sales and lead generation. That’s why strategies like Google AdWords and social advertising sound so exciting. Rather than worrying about a list, you’ll let people find you. They are the modern-day Yellow Pages. Make an ad big enough, and people
Let’s play a ball game of our own, shall we? Gather a prospect list of at least 68 contacts and start calling and emailing the list persistently. Your Sweet Sixteen prospects will bubble up in conversation. From these, an Elite Eight should set first time appointments. Your Final Four
Regardless of your role, much of selling is done by phone. Your prospects and clients rarely think about where you’re located until you quote the wrong time zone. Strengthen your relationship ties and always use your clients’ time zone whenever quoting times. If the math is difficult, use your
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales results, they can’t attribute closed sales directly to campaigns. Marketing qualified leads aren’t a metric. Closed sales
You meet. It’s a perfect fit – but your prospect just isn’t ready to take the next step. Don’t dump them and move on to the next prospect. Make sure you tell them when you’ll follow up – and then do it! Between now and then? Send them interesting