Small Business Lead Generation: How It Works?
The
process of small business lead generation essentially operates on a cyclical
basis, wherein new leads are generated, contacted and converted to sales. Some
of these clients are retained for the upcoming period of time after their
contract expires, while others leave. Hence, it's important that the lead
generation activities need to happen continuously, so that the leads keep
coming in and these fluctuations don't have much of a detrimental effect on
business.
Essentially,
it has been observed that effective small business lead generation has the
potential to shorten the cycle and also lead to better quality of leads. The most
important aspect of ensuring this is to understand that the first contact is
not sufficient to ensure sales. Hence, one needs to continuously keep at it.
However, this depends on whether the lead in question is hot or cold. Quite
obviously, one needs to pursue hot leads more fervently, and filter out cold
leads completely from the system. This can either be executed by experienced
professionals, or by maintaining a log of the feedback received from the
different kinds of prospects, which can then be monitored either by an
experienced team leader, or by the team together.
One more
aspect that organizations are particularly wary of in terms of small business
lead generation is that getting quality leads is often an expensive
proposition, whether one tries to procure the same from an external party or
pushes the sales team to accomplish the objective. Compared to getting a cold
or warm lead, finding a hot lead is a lot more time and resource-consuming.
However, it's absolutely worth the effort, when one sees it purely from the
perspective of return on investment, since it shortens the span of time it
takes from the initial contact to sale. Hence, one needs to ensure that all
these points are taken care of in every lead generation campaign, for
phenomenal results.
The next
criterion is the place mix, which talks about the location at which the product
is being introduced. This is equally important as the rest of the lot, since
the place at which the product is introduced is of paramount importance. One
can't hope to sell raincoats in a desert, or half sleeved T-shirts in a snowy
province! Lastly, the promotion mix in small business lead generation refers to
the kind of promotional tactics are used to sell the product.
The appropriate combination of all these would virtually
guarantee success for any product or service.
The Global Associates is a unique full service sales and
marketing organization offering Customized Strategic and Tactical Sales
Solutions to Organizations, Globally.
Phone:+1 (408) 540-6462 (USA); +91- 141- 404 7667 (INDIA)
Email: info(at)theglobalassociates.com
Phone:+1 (408) 540-6462 (USA); +91- 141- 404 7667 (INDIA)
Email: info(at)theglobalassociates.com
