We are often asked by prospects how we measure success. Our best measure is repeat customers. This summer we resigned a prominent women owned legal consultancy in the Boston area. Their original contract with Good Leads® was in 2010 and since then have come back six times for 4-5 month projects. Why the pause? Specifically to allow enough time to bid and win opportunities that we put in the sales pipeline via executive introductions to prospects we discovered had a need for outsourced legal contracts assistance in the pharmaceutical industry. Of course we have ROI calculator tools that we discuss before , during and after our program. Additionally, we build into our contract a written lead quantity guarantee after 30 days of market testing to reflect our customer’s value proposition acceptance. This is measurable. We also warrant the quality of all our introductions that they are per our client’s lead success criteria. This is measurable. And lastly, we can measure success by repeat decision makers who have moved on in their careers to new firms and opportunities for Good Leads and the automatic call to Good Leads is equally reassuring!
Tomorrow’s Web Solutions… Today
What will tomorrow bring in terms of technology and innovation? At Keene Systems, we build custom web application solutions to help you solve today’s complex business problems and prepare you for the future. We are a 28 year old software consulting firm with a staff of 30+ who can turn your vision into reality. We can turn your out dated business processes into finely tuned web applications that improve your company’s efficiency and bottom line. If you’re doing transformative things, you need a different kind of technology partner that can keep up with you and help you do what you do best—innovate. Keene Systems is the pioneering partner you’ve been searching for—the design team that will never tell you that your idea is impossible! See: http://www.KeeneSystems.com
Received note from Clientek CEO www.Clientek.com
“Our second campaign with Good Leads was a bigger success than our first. In that 9 months we doubled our India staff and increased our monthly revenue run rate by 75%….Good Leads was part of that team effort.
Jim and Dick (Good Leads dedicated staff), were again very easy and pleasant to work with.
We are a bit past our capacity…this is a great problem to have…thank you for giving us this headache….once we catch up, we will give you a call for another campaign.
No prospect just picking up a ringing telephone wants to listen to a cold caller carry on about their company, product, or service. The typical cold call is short (less than 5 minutes, more than 2 minutes if you are lucky), so the caller must capture attention quickly and establish why it is important for the prospect to listen.
- Your value proposition must be stated clearly and confidently, preferably referencing a success story with an existing client to establish credibility.
- Identify what topics or phrases excite the prospects you are trying to reach and engage with them in an unscripted conversation about these.
- Pre-prepared scripts are useful tools but should act more as guidelines for discussion so they do not sound like the typical 6th grader delivering lines in the school play.
Cracking the code on the Right Message on a consistent basis may take a while and is likely to vary depending on the role of the individual prospect. So keep calling and adapt your message to what resonates with your target prospects.
When a sales organization misses their sales goals is it because they didn’t close the deals they had in their pipe or is it because they didn’t have enough quality opportunities in the pipe to begin with? The best way to accelerate your sales process and achieve your sales goals is to place high quality leads in the hands of your sales team. Many organizations focus on the quantity of leads they generate versus the quality of the leads. Certainly focusing purely on the quantity reduces the overall cost per lead on the front-end of the process however this approach generates a significant burden on the sales team by increasing the amount of time/cost it takes to sort through the “leads” to find the real opportunities if any to take to the next step.
Many lead generation outsourced vendors fail to ask one very important question in the development stage of a lead generation project. That question is very basic and can only be answered by your sales team. And that question is “what is your definition of a lead”? Many outsourced vendors simply say we’ll get you X number of meetings for your sales team. On the surface the number of meetings may sound great however if the individual you are meeting with does not have a need or interest in your offering it is a waste of time for your sales team and it will not help you achieve your sales goals. So if you want to move more opportunities into your pipe quicker and achieve your sales goals focus on the quality of leads entering you pipeline and not the quantity.