• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • 303-741-6636
kla-logo

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Consulting
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Our Process
      • Revenue Generating System
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Process
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • ConnectWise Evolve
    • IT Managed Service Providers
    • IT Solution Providers
    • Sales Consultants
    • B2B Companies
    • Phone System Providers
  • ABOUT KLA
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Thoughts About Generating Revenue
    • Coffee with Kendra
  • Contact us

Your Lead Generation Expectations Are Wrong

Published on September 14, 2017 Categories: blog, Lead Generation & Nurturing, Newsletter
Lead Generation Campaign

When business owners embark on a lead generation strategy, their expectations are all wrong.  It doesn’t matter if they’re hiring a sales rep, focused on appointment setting, running social ads, holding events or implementing email campaigns. Their expectations are wrong.

And when lead generation expectations are wrong, so is everything else: the process, the budget, the activities, the content, the staffing.

They’re chasing the wrong goal.

“We just want to close one deal a month.” 

“We just want 2 new appointments a week.”

“We just want 10 qualified companies a month to call.” 

Those all sound easily attainable with the right lead generation strategy – to the business owner. 

But these aren’t realistic expectations. 

In the beginning, you achieve these goals. Unless you’re Microsoft, who has big name recognition and a big list, it just doesn’t work that way.

So, what’s the right goal if you need to show a return on investment? 

The goal is conversations. Conversations that lead to information about contacts, qualification in and out of your list, identification of future opportunities, the start of relationships, future call back dates, and future opportunities. In short, the goal is conversations that will lead to future opportunities when prospects are ready. 

Our data shows that if your list is not accustomed to hearing from you, it takes a year of consistent nurturing using multiple attraction strategies (including warm calling) targeting the same contacts in the same target market to begin to get sales qualified leads. Now you’re asking, why so long? If we’re nurturing them, shouldn’t we get more leads, faster?

Not really. With new business development, you’re starting communications earlier in the client buy cycle. You reach out and monitor those people who engage with the content you’re sending. Many of those marketing qualified leads are just becoming aware of the problems you’re bringing to their attention. Those contacts haven’t figured out yet if they want to address the problems. That’s why when you call, they may tell you they aren’t yet ready. 

Contacting prospects earlier in the Client Buy Cycle with your lead generation campaign puts you at a distinct advantage:

  • It allows you to begin establishing yourself as the subject matter expert contacts should watch until they are ready to engage in the sales process. 
  • While it lengthens your sell cycle, it gives you the opportunity to influence how contacts perceive their need and what they want in a proposal when they move to that point.
  • You gather information about your prospects. From number of locations and users, who they are using today for your services, what frustrates them most, to their strategic initiatives.
  • It gives your sales reps a business reason to contact prospects, creating a whole different conversation and leaving a lasting impression.

You have a different goal with your lead generation with different expectations. Your goal is no longer the transactional 2 appointments per week. Your new goal is conversations that lead to future opportunities when prospects are ready. Your new expectations are an increase in conversations with contacts in your list and segmenting of those contacts into near-, mid- and long-term opportunities. 

Yes, you still want appointments, but if you don’t look beyond that, you’re missing the real value of your strategy.  Too many companies quit well before they have reaped the benefits. Are you one of them? 

Primary Sidebar

Join Us

10 Skills Sales Hunters Need to Crush Company Goals Kendra Animated

Build a team who can sell even in the threat of a recession.

RSVP

Get Your Guide: Build and Protect Your Sales Funnel

KLA 45 Ways

Use these strategies to protect your current clients while generating new leads. Your business shouldn’t be at risk just because a pandemic struck.

Download It Now
Sales Pro Central badge kendra lee

Find Us On Youtube

Get Connected


Get Connected

Categories

  • Asking for Referrals
  • blog
  • Christmas
  • Cold Call Training
  • Consultative Selling Training
  • Content Development
  • Developing Sales Training
  • Digital Marketing
  • Email Marketing
  • Email Prospecting Training
  • events
  • General
  • Get Referrals
  • homepage
  • Infographics
  • Lead Generation & Nurturing
  • Marketing Coaching
  • Newsletter
  • Outsourced Sales Management
  • Prospecting
  • Questions with Kendra
  • Revenue Generating System
  • Sales Assessment
  • Sales Coaching
  • Sales Hiring
  • Sales Hiring Coaching
  • Sales Lead Generation
  • Sales Magnet
  • Sales Motivation
  • Sales Process
  • Sales Prospecting
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Sales Training Development
  • Sales Training Process
  • Selling Against The Goal
  • Selling in Pandemic
  • SEO
  • SEO Consulting
  • Success Strategies
  • Video
  • Website Design
  • Winning New Customers

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy
  • Sitemap

© 2022 KLA Group. All Right Reserved.

Talk with an Expert

Name
This field is for validation purposes and should be left unchanged.

Lead Generation Syllabus

Name
This field is for validation purposes and should be left unchanged.

Sales Coaching

Name
This field is for validation purposes and should be left unchanged.

How to Ask for Referrals Syllabus

Name
This field is for validation purposes and should be left unchanged.

Email Prospecting Syllabus

Name
This field is for validation purposes and should be left unchanged.

Consultative Selling Syllabus

Name
This field is for validation purposes and should be left unchanged.

How to Cold Call Syllabus

Name
This field is for validation purposes and should be left unchanged.