Custom B2B Lead Generation Campaigns to Drive Sales
A lead generation strategy continually creating new opportunities for your sales staff is a valuable asset. We generate new, prequalified prospects for your business. Together, we strategically determine what makes a prequalified prospect and we generate them for you. Our unique difference is our ability and desire to grind the strategies until they work for you. We grind the strategy until we’re getting the best results possible!
How It Works
1. Target Market. Who are we targeting? There are many factors involved in selecting a target market. You determine the qualifying variables we need to complete to create a prequalified prospect for your product or service. A target market is selected and a lead list is generated. We typically provide the lead list.
2. Prequalifiers. To generate new prospects from a target market, we ask the contacts particular questions. The responses to the questions determines if a lead is prequalified as a prospect. A question may be as simple as, "Do you need our service?" Typically four to six questions are used to prequalify a lead as a prospect.
3. Script and Collateral Material. We design a telemarketing script and collateral material to prequalify prospects and create sales cycles. It you have collateral material available we may use it. We provide you with the script after we’ve tested it.
4. Website. The website is an important tool in the process. Approximately 95% of the people we contact will look at your website for verification and credibility. If you don’t have a website or need a new website we can develop it for you.
5. Testing. We typically use telemarketing to test the campaign. We generate a small number of prequalified prospects and provide them to you for review. You contact them and determine their quality. We make changes to the campaign during the testing phase.
6. Lead Generation. We use a combination of telemarketing, direct mail, email and Internet marketing to generate prequalified prospects. The specific methods we use depend on your requirements. Each day when prequalified prospects are created we email them to you directly. There’s no time lost. You can feed sales people enough prequalified prospects to reach sales goals.
National Sales Pipeline for a New Product
A software company needed to build a sales pipeline in the distribution industry for an online management tool to optimize labor performance.
The target market was companies with 30 or more general laborers working in a warehouse environment. Companies could be a single or multiple locations.
The prequalifiers determined, in part, who ran the warehouse, the number of general laborers and what kind of warehouse management system the company was using. Appointments or web demonstrations were set.
Scripts for telemarketing, email and direct mail were developed. A company website featuring the online management tool was developed. Several sale sheets were developed to be emailed and mailed directly to prospects.
Telemarketing was the primary marketing tool used to generate prequalified prospects. In less than a year the sales pipeline reached 500 sales cycles. More than 5,000 warehouse locations were contacted. The new product was introduced nationally and several new customers were created. Some of the largest warehouse companies in the United States are customers.
Sample Prospect
When a prequalified prospect is created, we email you the information each day. We agree on the prequalifiers. You are provided with the leads meeting your requirements.
Sample Prequalified Prospect
Date Generated: 7/15/2009
Company: Southland Security Services
Address: 3830 Calle Fortunad
City, State, Zip: San Diego, CA 93123
Telephone: 800-238-5478
Contact: Len Davis
Title: Sales Manager
Email Address: lend@southlandsecurity.com
Appointment: 7/22 at 2:00 PST
1. How many sales people do you have? 12
2. Do you want to increase sales at this time? Yes
3. Do you want to decrease sales costs? Somewhat, more concerned about increasing sales
4. Are you looking to hire top performing sales people or replace low performers? Yes, Top Performers
5. What's your target area? Greater San Diego
Notes: Len is interested in seeing the info. and speaking w/ someone a/b the services. Reviewed the program and set the appointment. Very open and talkative. Responded well. Said he's very busy and can get tied up. Confirm the appointment the day before.