There are plenty of people who want to buy what you're selling. The problem can be finding those customers and letting them know what you can offer them.
Great sales lead generation services help you connect with potential customers so you can make more sales. At one time finding customers was as simple as putting up a sidewalk sign or opening a phone book and dialing some residents or businesses, but today those don't target your market effectively enough. Most modern lead generators market to people who are already thinking of buying your product anyway. This can be done most efficiently on the internet.
Even if a lead ultimately buys in person they may start their research online. If you are selling a service it is very possible that most of your potential clients will complete the process – from curiosity to final purchase – online. That is why we prefer companies with a flair for online lead generation tools, but we also place value on lead generation that occurs over the phone, especially for companies that do a lot of business-to-business sales, and we were looking for lead generation companies that could find leads in a host of different ways – online and off for many types of companies.
You could always make your own lead generation efforts with your sales team. You could send them to the phones or have them learn about what it takes to generate leads online, but if you’ve reached a point in your progression where you want your sales staff dealing only with pre-screened leads instead of doing all the legwork to find them in the first place, subscribing to a good sales lead generation service would be a sound investment. They can simplify the early part of the process so your sales people can work on closing deals instead of making initial contact.
As we reviewed sales lead generation services we looked for the following features:
A great lead generation company offers a wide range of methods to find the best contacts for your business – including SEO, paid search, email marketing, social media, telemarketing and even good old-fashioned direct mail – and can mix and match methods to suit your needs. We prefer the companies that have the capacity to do many things to make contact with a lead so you have a choice of what works best for your business.
After initial contact with potential leads a number of different things can happen. They may go on to purchase, they may investigate what you have to offer further or they may do nothing. We like the lead generation companies that make efforts to assist you after the initial contact in addition to helping you make that first contact. The best of these firms will rate or score leads based on how likely they are to buy from you as well as employ some useful follow-up tools to help you convert leads into sales – sending them targeted emails or contacting them by phone, for instance.
If you decide to employ a lead generation service rather than trying to do your own in-house, you will want to see some results. The best of these companies offer ways to demonstrate what you are getting for your money. You should have an easy way to see the number and type of leads they are generating for you quickly and easily.
Help & Support
You strive to offer your clients the great customer service they need and you should expect your lead generation firm to do the same for you. It should be easy to find the answers to questions that you have about the process.
With a quality sales lead generation company on your side you can spend more time making sales and less time beating the bushes for leads. Their team can set up the appointments and your team can close the deals.
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