Lead Figures
Targeted Sales Leads Generation: not Just a Game of Numbers
People are saying: Sales is a numbers game. Targeted lead generation, is therefore, of unmatched importance and serves as the bread and butter of the company – the more leads captured, the better.
Why would anyone want to deal with a great deal of information about a great number of people who may not even be open to what you have to offer? This is one question that is frequently asked by one who does not have any information on how it works, and more importantly, why it is needed. Using figures, sales from 1% of, let us say, 500,000 is indeed much more than 1% of 500. The greater the number, the better chances of closing a sale.
But rather than just a figures game, sales lead generation should provide qualified leads to generate sales. Qualified lead generation increases the chances of purchases for products and services, which in turn, means more profits for the company coffers.
For instance: There are two companies that are both engaged in selling an eBook on teleworking or working from home. Company A mounted a fierce tri-media campaign coupled with distribution of printed advertising in places most visited by their target market. Company B, on the other hand, mounted a massive online marketing campaign starting off with the creation of a persuasive sales letter within a squeeze page where visitors are encouraged to opt-in to their email list.
The same lead generation activities for both companies amounted to four figure profits. However, it was Company B who eventually made more money. Both have the same group of prospects but the difference in the approach employed resulted in a more qualified lead generation for Company B who got a list of potential customers not just willing but also able to purchase the product being offered. They made a distinct marketing assessment that gave them the advantage by clearly defining that their target prospects should be able to make an immediate purchase online. The online campaign, as opposed to Company A’s offline campaign, was able to zoom in on people who are already familiar with the process of online purchasing and how to download an eBook after a sale is made.
The case cited proves that for business lead generation to really matter, sheer numbers or volume of leads generated is not everything. Quality is important but it’s not the only important thing because the bottom line will always be based on the profits the company can and will produce.
About the Author
No matter what the size of your business, Lead Management remains an integral part in forming your revenues. Learn how to do proper lead management with Masterdigm CRM. Visit http://www.masterdigm.com.
Advanced Dungeons & Dragons Bling
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