Components of a lead generation program:
Before you test the health of your effort, it’s important to understand that a lead generation program has certain components which decide its success or failure. Ensuring that all these components work together in cohesion is essential if one wants their sales pipeline full of quality leads. Following is a brief discussion about some of the factors that make up a lead generation effort.
· Personality of the sales people:
Salesperson is the face of a B2B lead generation company, if the sales people don’t have the right personality, you are certainly starting on the wrong foot. Watch closely when they interact with the clients- do they sound too robotic, staged, dull, over ambitious or over-enthusiastic?If this is the case, you need to run a training program to correct this flaw. In fact, such training programs should be conducted regularly to iron out any shortcomings.
· Having the right contacts:
No B2B lead generation agency can survive without having a thoroughly researched, error-free contact list. You are only wasting your time and resources if you are calling people who don’t require your type of product or services, if you are calling decision makers from the same industry but the size of their companies doesn’t suit your purpose, if you don’t have the correct names, addresses or designations in your list. Correcting your contact list is imperative to make your lead generation effort effective and robust.
· Preparing a perfect script:
The success of B2B lead generation services depends greatly on the script they use. Doing a thorough research before preparing the script, using the right words and expressions, keeping the script natural yet effective is essential to impress the customers and taking your sales process forward.
· Reaching the right persons:
Having the right referrals, knowing the right names and designations of the decision makers, possessing the strategies to get past the call screeners are important for success. These correct contacts and referrals help you to get in touch with the intended persons and have a chance to form long-lasting business relationships with them.
The success of offshore B2B lead generation companies depends on identifying the chinks in their armor and taking timely steps to correct them. A broken lead generation effort will not take you far.