If you want your company to really succeed, then you must be generating sales leads whatever the climate of the marketplace. Whether your company operates online or off-line you need customers who are actually interested in buying your products in order to be successful. It is also important that you know as much about them as possible, in order to target them with suitable products.
Lead generation is not just a matter of getting a collection of names and addresses. When you’ve put all the names into a database you have got to go through the data you have and see if they qualify as a prospective customer, and then you need to nurture them into being an actual customer. They will form the base of your future business as they can refer your company to their friends and colleagues.
There are many ways to you can get a list of names. The most popular ones include offering information via the Internet if they enter their name and e-mail address, or offering competition prizes where they have to give their details, or finally buying a list of names from a clearing company. The next stage is to find out if these people would really be interested in your products or services.
The way that leads are qualified varies between the products that are being offered. To generalize, age, gender and location would be prime methods of the initial qualification procedure. Marital status would be another defining criteria if you are aiming a product at a single person. A lot of money is wasted on targeting people who are not interested in the products on offer, and as soon as they see e-mails or mail-shots just put them in the trash.
After sorting out the list of names you have, the next step is to divide them into three categories, those who would probably be interested, those possibly interested, and those that you are not at all sure about. You should then take the list of probables and nurture them into real customers by keeping in contact with them, so that your company name is at the forefront of their minds. However, do not forget the other two categories, they may be the ideal candidates for future products.
When you have got your list, it is important that you keep their trust. This means producing high-quality products. You also must not continually bombarding them with meaningless sales messages.
Wayne your leads really trust you, you will have access to the best possible way of generating sales leads. They will talk to their friends and colleagues about you, and recommend your goods. There is no better way of creating a client base.
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