Allegra Marketing AZ

Spending too much time with people who cannot or will not buy is one of the top reasons sales people falter.    That means improving your sales team’s performance is as simple as having a steady source of good leads. Easier said than done, you might think. Or is it? An effective lead generation program can be yours. Follow these five steps:

1. Set campaign objectives.

Marketing objectives typically involve response rates, cost per lead, and conversion of leads to sales.  By clearly defining your objective you will be able to measure the ROI of each aspect of your campaign.

2. Select the most effective channels.

Define your markets and market segments. Look at their characteristics and match them to available media that delivers your message with the least waste.  This may include direct mail, web, email, social media, or a combination of each.

3. Develop a compelling offer.

Motivate response by offering a   personal benefit to the recipient such as a free give away.   This may be something like a gift card to a retailer or an informative guide like the Allegra Direct Marketing Guide.

4. Plan for response management.

Inquiries should be followed up no later than 24 hours after receipt. Studies show that the faster the follow up is received, the more likely the lead is to be converted to a transaction.   It is important to integrate lead generation campaign with your sales process.

5. Qualify the responses and nurture leads.

Early in the sales process you need to  if the prospect is ready to buy now, or if you need to nurture the lead.  If they are not ready to buy be sure to create a system that allows you to keep in touch with the prospect so that they will think of you first when they are ready to buy.