Lead Generation

“An important part of the sales process involved understanding your customers’ needs and positioning your products and services to fulfil those needs. A ‘scatter-gun’ approach of targeting anyone and everyone in the same manner is time consuming and generally unsuccessful.”
Harvard Business School

Successful selling involves short, medium and long term targeting. While many appointments and sales opportunities can be closed by calling at exactly the right time, others may take time to warm to your products or services. This could be due to various reasons including the decision makers involved, the procedures within the target company, or perhaps the changing business needs of the company itself.

The most important thing is to manage these medium and long term processes so that opportunities are not missed. You will want to avoid planting the seed of an idea when speaking to a company, only to have them buy the product from your competitor six months later as you forgot to follow up.

Maintaining contact, obviously, is not about constantly harassing a customer, but is about understanding their needs and processes to know when to make contact, and the approach that should be used. By keeping track of the queue, and following up calls appropriately we can help maintain a steady flow of sales opportunities. By using a clear call logging system, all members of our team are able to assess when to contact potential customers and generate appropriate leads for your sales team.

Outsourcing this aspect of your sales process is an excellent way of freeing up your sales staff to get on with selling but it is very important that lead generation is approached properly. Many companies may often use temporary or low-skill staff with scripts to assist with lead generation. This leaves your name associated with either pushy or disinterested sales staff which can be a big turn off for your target companies and a waste of potential opportunities. Blueberry Marketing Solutions Ltd takes the time to fully understand your products and your company. Using this information we work with you to identify your key market and develop an approach that accurately represents your product and secures qualified, relevant leads.