Breaking the Ice: Ideas on Sales Lead Generation

Posted on Feb 28 2014 - 2:25am by Cathy Brunetti

appointment settlersThe sales lead cycle is a vicious one. Everything in it can be very tedious, right from setting up the sales plan down to closing the deal. If you do not start it on a good note, your efforts are bound to go to waste. No one wants to chase numerous prospects around and not close any of them.

Generating leads is all about having the right mix of quality and quantity. Business leaders must have their sales pipeline filled with fresh yet realistic leads. There are challenges that come with the task but the list of ways to circumvent those is ever-growing.

Follow-Ups are the First Step

Effective appointment setters know this for a fact: if you do not make a follow-up, you might just lose a potential closed deal. This is what separates companies with a list of active customers from the ones without anything concrete to work on. Once a lead responds to you, make that follow-up contact. Make sure you have direct, clear communication lines with your hot leads, as being persistent yet not too aggressive will pay dividends for your sales campaign.

Timing is of the Essence

In most cases, bad timing is behind botched sales lead generation. When clients are rushed to make a decision, closing the deal for instance, they might not push through with it altogether. Take into account your leads’ point of view and do not resort to short-cuts; they will surely appreciate the effort. Take time to establish good rapport. Good appointment setters and salespersons are important to this step.

Recycling is Good for Your Business

Think long-term when it comes to lead generation. This means, you must not take for granted prospects with lower probability rates. Many salespeople go for leads that are likely to stay. This does not mean that you should not return or “recycle” past leads. Plus, because you have already spoken with them, you now have a stable platform to build on. All you have to do is to find the best solution you can offer and turn those with low probability rates to hot leads.

Strive to Improve

Some strategies might work in certain conditions while others might not. What is important is that you always strive to improve. Businesses, after all, thrive by constantly updating and adapting to the changing standards, especially when it comes to their sales campaign.

Resources:
http://m2talk.com/solutions/appointment-setting/
http://www.cio.com/article/738530/9_Proven_Ways_to_Generate_Sales_Leads
http://www.marketingprofs.com/chirp/2013/12161/b2b-lead-generation-trends-for-2014-whats-hot-and-whats-not