Is attracting qualified leads becoming less effective and more expensive?
Improve the quality of your sales leads, be more cost-effective and increase the productivity of your sales team.
“Why invest in increasing the quantity of sales leads if the quality of leads is bad?” This is a common question. Misalignment between management, marketing and sales about how to approach the market, results in wasted energy and money. Your sales team gets leads that are unqualified or leads that clutter the pipeline, never turning into revenue. Eventually, the sales team gives up and stops pursuing the leads, wasting your resources. In short, the result is an ineffective and resource-sapping lead-generation program.
Imagine the results of a well-managed lead-generation strategy built upon your competitive strengths and focused on your ideal client where there’s a strategic market focus, a clear message and the right tools to deliver predictable sales results. With a focused lead-generation approach, you will get more “qualified leads”, make your sales team more effective and improve your bottom-line sales results.
You’re not alone. More than 40% of those who responded to a recent survey of 1,500 sales organizations said that they did not have a consistent supply of leads in their pipeline to meet revenue targets. They confessed that the strategies that worked previously to generate leads aren’t succeeding in today’s rapidly evolving world. Of greater concern, more than 30% of the leads they generated were lost due to an inefficient follow-up process.
Companies also are finding that mail, printed literature, print advertising and traditional PR are becoming increasingly ineffective and expensive for most markets. Plus, the cost of making face-to-face interaction during lead generation is astronomical in today’s world.
Start generating more qualified leads today; it is easier than you think. Ramp up the effectiveness of your sales team by taking an objective look at your target market, ideal client, market message and communication strategies. As you re-focus, the number of leads you generate will go up, costs per lead will go down and sales revenue will increase.
Customers expect to get information fast, targeted to their needs. With today’s tools it is easier and more cost-effective than ever for you to give your customers what they want — when they want it. It is time to start thinking Web 2.0, SEO and PPC. Embracing Internet strategies is easier and less costly than you think! With today’s innovative use of technology, you can easily contact 10-20 times more people than through traditional measures and with equal effort and effectiveness.
Interested in evaluating your current lead-generation activities?
To learn more about how to strategically refocus your communication strategy and market message and the use of tools that will make you more effective at generating and managing sales leads, please contact us.
