Unlocking the secrets to lead generation success
Mark Stephens
AI & Hyper Automation | Business Technologist | DIY & DWY AI Marketing Technology | Growth Strategy | Sales & Marketing
Are your outbound marketing efforts falling flat?
Well, perhaps you are treating every lead like an inbound opportunity, and that could be why you are only seeing minimal results?
Transforming Cold Leads into hot qualified meetings is far more challenging and requires a more considered and comprehensive approach.
Approaching this in the wrong way, is a very common mistake that the majority of people, who are not experienced in the subtleties of lead conversion, make on a regular basis.
Many of our own clients have faced the same challenges in closing outbound generated appointments into deals. But fear not, because we've cracked the code to turn those cold leads into lucrative opportunities, and I will share this with you in this article.
Here's the deal: when it comes to outbound, it's a whole different ball game. Those leads might not be the right fit, they probably don't have a budget yet, and they might not even realize they have a problem to solve. But don't throw in the towel just yet. This is where mastering the art of sales comes into play.
Inbound leads and appoints have likely already gone through the initial phases of the sales cycle: Awareness of their pains and problems, engaged and interested in what you do, validated who you are, and are ready to see how you do it and what it costs.
The good news is that there is a proven strategy that you can apply to every interaction, even when the conversations are cold and instigated by your own outbound activity:
·???????? Patience is key: Take the time to truly understand your prospect's needs.
·???????? Dive deeper: Don't settle for surface-level responses. Peel back the layers to uncover the real pain points during the qualification process, and importantly, get the prospect to agree that they are pains worth solving.
·???????? Discuss the wider solution to solving the problem, and it is critically important to get the prospect to agree to these before moving on to how you solve it.
·???????? Get everyone involved: Early buy-in from decision-makers is crucial for success.
·???????? Persistence pays off: Follow up relentlessly and be prepared for longer deal cycles.
·???????? Know their process: Understanding their buying journey is essential for guiding them through the sales funnel.
·???????? Transparency is key: Provide pricing ranges upfront to avoid wasting time.
·???????? Talk about investment rather than cost, and focus on ROI potential.
·???????? Fast disqualification: Identify unqualified leads quickly to focus your efforts on promising opportunities.
·???????? Stick un-receptive prospects into your newsletter sequence for a longer term light touch approach.
·???????? Identify deal breakers: Anticipate potential obstacles and address them head-on.
·???????? Offer value: Provide relevant materials and resources to keep prospects engaged and informed.
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But why bother with outbound?
Quite simply, because it delivers increased opportunities and results:
·???????? Rapid feedback: Learn what works and adapt your strategy in real-time. Time kills deals, and responding to your prospect communications within the hour, increases the potential of securing a meeting by more than 50 times, over a response that is delayed by 24 hours or more. See article about research by Harvard Business on this topic
·???????? Scalability: With the right approach, outbound can yield significant returns, turning leads into revenue. You need to do the top of funnel work at volume.
·???????? Use content that aligns with the prospect pain points and objectives, but tailor the content to your market segment and different buyer personas.
·???????? Use the try-buy strategy to minimalise barriers to entry, or make a generous offer to show appreciation for their time taken to see what you do.
·???????? Some of your most lucrative deals could come from outbound efforts, targeting high-value accounts, so make sure that you truly understand your ideal client profile and go after the clients that you ideally want to win.
·???????? Cost-effective: Compared to other channels, outbound is a budget-friendly option with impressive ROI potential, but only if you are prepared to follow the formular and romance them through each phase of the buying cycle.
Ready to supercharge your sales pipeline?
Our team at BMD specializes in generating a mix of both inbound appointments and inquiries, using proven outreach techniques that turn cold leads into hot prospects for you.
90% of our clients enjoy a predictable annual ROI of between 6 and 10 times their investment.
Let us help you unlock the full potential of your lead generation strategy and watch your revenue soar.
So, if you need assistance in growing your sales pipeline with qualified appointments?
Let's talk strategy.
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I'm more than happy to offer a free consultation with anyone who is looking to make improvements to their lead generation and conversion metrics.
And our lead gen and appointments setting services at BookMyDemos is proving a great success, averaging around 8X annual ROI against investment.
Mark Stephens, Founding Director, BookMyDemos and Tec2i Ltd
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I’ll even generate 1000 free leads for you, from within your ICP, as a thank you for meeting me and to demonstrate some up-front value.
This Calendly link will ask you for the data that I need to generate your leads, which I shall ensure they are sent across to you before our call.
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About the Author
Mark has been a business owner in the Marketing, HR and Recruitment space for over 25 years, founding five companies and exiting three.
His experience spans across Marketing and Recruitment Agency, developing Recruitment and HR Technology, and as a consultant and advisor to business and senior teams in both early stage technology and service companies.
Areas of expertise are across business technology, Sales Acquisition, Marketing and Lead Generation, growth strategy and scaling at pace, and in maximising company valuations.
Mark is obsessed by behavioural science, and data and research in the pursuit of optimising performance and excellence, at every stage of the buying and hiring cycle, and has worked alongside several universities and academics to uncover powerful insights, industry secrets, and the truth.....
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