Making Lead Generation Work

Lead generation requires hard work, whether it is achieved through the efforts of your own sales team
or through the services of a telemarketing company that you have engaged. So it is important that as a
businessman, you make your lead generation work.

How do you do this? Here are some tips:

1. Classify each lead according to the receptiveness of the prospect and implement courses of action accordingly. For example, if the lead is hot, then you will not have to expend more effort at sales talk, so you can assign this lead to a less experienced or seasoned staff. But if the lead is lukewarm, then assign this lead to a sales staff that might have a better chance of being able to convert this lead to sales.

2. Follow up each lead. When you get a lead, follow it up with an appointment setting for the presentation of your product or service, or clinch it with a sales transaction. Each lead should be given the same importance when it is obtained as when it was still being obtained during lead generation. This mantra should be taught to your sales team. Make it a point to regularly check if all the leads are being given the proper follow-up.

3. Make lead generation a consistent part of your operation. Sales are the lifeblood of your business, so you should continuously feed your business with leads if you want to keep the cash register pumping. Make a system of gathering leads from within your business, such as asking your clients for referrals or staging lead generation promotions like Bring-a-Friend Program. This is of course aside from taking a serious consideration of hiring a top notch telemarketing company for your lead generation activities.

Always remember that leads would be worthless unless you will be able to convert them into sale.