Archive for the ‘C-level Suite’ Category

Why We Love Business Events and You Should Too

Wednesday, May 6th, 2015

ski jump

There are business events you attend to network and there are business events you create to gain new business. EAS LeadGen loves to create business events that will give you the best return on your investment and help you meet new prospects all at one time.

There are several ways LeadGen creates an event. We look for opportunities that will bring the pool of prospects to you. We look at conferences and trade shows that pertain to your industry that prospects will be attending. We find the open spot and create an event that the prospects will not want to miss. We call this an “event within an event” meshing the events together. We find this is the best way for you to maximize your attendance to the event and gain the most exposure with prospects.

Anyone can meet for cocktails at a bar or host a dinner, but we look beyond the norm. Having dinner at an aquarium or dining in the start house for the Nordic jump – give us the location and we will find that special place that will hook people on to attending your event.

Before the event takes place we will invite the prospects to the event. Creating lists, emailing, calling and making sure you have maximum attendance to your event. We do not like to see empty seats. We plan and coordinate down to the smallest detail to make sure your plan goes off without a hitch. As an added benefit, we even do contingency planning, meaning if something goes wrong, we have a back plan in place.

After an event we make follow up phone calls or emails on your behalf and gather feedback from the prospects. The greatest part, after an event, is that our clients become the rock stars at the main event. They may not be on stage performing – but people will go out of their way to talk to them at the conference. Their booths have people gathered waiting to talk to them while the nearby booths are empty. This gives our clients more time to establish a rapport with prospects.

Give us the challenge and we will make it happen.

7 Valuable Misconceptions about Outsourcing Appointment Setting

Friday, April 17th, 2015
  1. annoying callsWhen you outsource appointment setting will get a robocaller making your calls. I don’t know what is worse a robocaller or waiting for the live person to come on the line. If you are selling robocalling systems – then you may want to use a firm that uses them – if not – why annoy them?  Ask what type of calling system the firm uses. It’s a bad idea to annoy the prospect.
  2. Appointment setters are not from the United States. That may be true – and this is something you should ask before you hire a firm. Ask to speak to the team members that are calling on your behalf. They should sound like they are calling from your company. If you’re selling Italian wine – you may want your callers to be from Italy. In general – companies in the US want someone that they can understand. It is a reflection of your business.
  3. Appointment setters make bogus appointments because they get paid on how many appointments they set. This can be true. Once again – ask the firm how the callers are compensated. Ask for references. The goal of a good appointment setting firm should be to give you the highest quality appointment. Why? Because they want you to continue doing business with them.
  4. I’m afraid I’m not going to get what I have paid for. A quality appointment setting company should offer you a pilot program. This is a way you can see what they can provide you without getting in too deep.
  5. Appointment setters are a bunch of people sitting in a room with headsets on. Ugh – don’t you hate when you receive a call and you hear the other conversations in the background. It makes you feel like just a number and they don’t care. A good appointment setting firm should have conversationalists that can make appointments with key decision makers. They should reflect your company. With that being said – when deciding on a firm, look at who your prospects are and what type of firm has a better shot at making an appointment with them.
  6. Outsourcing an appointment setting firm is a waste of time because I have a sales team. There was this lyric from an 80’s band that went like this: “What do the mailmen do? The mailmen do deliver.” Same thing goes for sales – sales people sell. Appointment setters make the appointments – getting the grunt work out of the way for the sales team.
  7. Appointment setters annoy prospects. That would not be a good thing. Appointment setters should be brand ambassadors for your company – they are an extension of your sales team. If you hire a firm that is pushy or stalking prospects – then it is time to find another firm.

 

Finding Professional Prospectors

Monday, February 9th, 2015

ProspectingThe definition of prospecting is the search for mineral deposits in a place, especially by means of experimental drilling and excavation. Similar to prospectors in search of gold or oil, sales professionals also are on the hunt for new prospects – drilling down through lists and excavating warm prospects to turn them into sales. Another definition defines prospecting as “to work to discover its profitability.” Isn’t that what sales people strive to do? Each contact that they encounter – they want to know if the prospect is in need of the products or services that they have to offer.

Prospecting can be a daunting task. Think of the list you developed from social networking sites or the business cards you collected at a trade show (who may have been only interested in the free bottles of water that you were handing out). A recent conversation with a sales professional told me about the BRM’s(business reply mail) that are sent to the main office from a trade publication – only partially filled out – John from Company Q (that has ten thousand employees) is interested in our products. Yup – it said just “John” – no phone number or email address listed. And that was considered a good prospect!

If that is good – what is considered awful? There is no need to call in a forensics team when you can hire professional prospectors. Companies that offer this service can take a list, stack of business cards, or even create a list tailored to your needs and make contact with everyone on the list. Along the way they can weed out contacts that have incorrect information or are no longer with the company, zeroing in on the contacts that are interested in what you are offering. A quality firm will set appointments for you and gather information from the contacts that are not interested in what you have to offer. This information can be used to adjust your approach or give you insight into the needs in the market place.

Leaving it to the professionals – they will mine through a list for you and help you discover the prospects that will be profitable for you.

The Allocation of B2B Marketing Budgets

Wednesday, December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

Thursday, October 20th, 2011

This chart, provided by www.marketingsherpa.com, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process.

MarketingSherpa.com Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?

 

Need a 4th Quarter Sales Infusion?

Tuesday, September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)

Sales Presentations – What do people remember?

Monday, August 15th, 2011

This has been posted several places on the web – and I found it interesting when thinking about the sales process.

Do remember, during a sales presentation, people typically comprehend:

11% of what they hear

32% of what they see

73% of what they hear & see

90% of what they hear, see & discuss

For other great information about sales meetings/presentations, check out EAS LeadGen’s next newsletter. Sign-up here.

Greatest Sales People

Tuesday, March 29th, 2011

With EAS LeadGen being a business-to-business lead generation organization, our main focus is to generate leads for you to turn into sales. We found this article really interesting and thought we would share it with you. A complete article about these “Top 10 Sales People” can be found on www.inc.com.

Top 10 Sales People

  1. Mary Kay Ash
  2. Dale Carnegie
  3. Joe Girard
  4. Erica Feidner
  5. Ron Popeil
  6. Larry Ellison
  7. Zig Ziglar
  8. Napoleon Barragan
  9. John H. Patterson
  10. David Ogilvy

Each of these people has a very unique story. One of them found 1-800 Mattress, and another was the leading Steinway piano sales person with over $40 million in sales. They are pioneers in the sales industry.

Can you think of any other sales pioneers that should be listed?

Do You Have Any Plans for 2011?

Thursday, December 23rd, 2010

The fourth quarter is coming to an end, and plans are being made for 2011. What are your plans for lead generation next year? Are you using social media, direct mail, and a trade show or two? How about pr – are you going to submit an article to a journal or an online distribution service? What is going to give you the greatest amount of leads with the best ROI?

Adding an outsourced lead generation service to your mix will increase the amount of leads you generate – and can work hand-in-hand with the marketing mix that you are creating for your company. Send the sales team to the trade shows – but make sure there is follow-up to all prospects.  If you have a list from the previous year – you should have an appointment setting firm like EAS LeadGen set appointments for you while you are there. Direct them to your booth. Have dinner meetings arranged.

Who is responding to your social media inquiries? Are prospects slipping through the cracks? Have you thought about outsourcing the follow-up – to make sure it is done promptly – and it will weed out the frivolous inquires and hand over the hot prospects?

What are your plans for 2011?

How Are You Going to Grab Your Business Prospects’ Attention?

Tuesday, November 2nd, 2010

Reviewing the headlines this week there was Charlie Sheen and his hotel rampage, Ozzy Osbourne who is set to write a health column for Rolling Stone, and then there is – big surprise – Mariah Carey who is pregnant. Chances are – your company is not going to have breaking news that will shove these to the back burner. In the world that we live in, it is harder to create awareness about our businesses.

We may have pipe dreams of Howard Stern raving about our company on the air or Oprah telling her viewers that she uses our services. But, the reality is – this is just a pipe dream. The best company in the world will find it hard to compete with such attention grabbing headlines.

What is a company to do? Do not sit idly waiting for a prospect to discover you! Post a blog, join Facebook or LinkedIn – great. But, nothing is better than pounding on the doors. That is how you get attention.  How do you bang on the doors if you are located in Iowa and you need to bang on the doors in New York, California, Texas and Washington? Outsource a company that can do it for you.

We, here at EAS LeadGen, have been banging on door for our clients for years – and quite successfully. With great skill and professionalism, the LeadGen team has not only been “knocking on doors” but we skillfully have been setting appointments for our clients with prospects. The value that we provide by not only generating leads, but since we are speaking to your targets everyday – we are finding out what they think and know about your company. We are also able to confirm correct and viable decision makers so other direct marketing efforts, like direct mail, can further your prospecting and dollars and are not wasted.

So – how are you going to grab your business prospects’ attention?