Posts Tagged ‘lead generation firm’

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.

 

MAKING the “A” LIST – The “A” List is for Sales Leaders

Friday, March 6th, 2015

People always want to know how to get on the “A” list so that they will be invited to a particular party or event. “A” list people are the most valuable people; they are the biggest donors, create the best event dynamics, people who you want to do business with or become part of their social circle. Some may be people that you hold dear to you. Creating this list you need to look at the pool of people you know and the people you want to know, then entice them with something that they can’t refuse. This works both in the social and business landscape. Creating an “A” list in business helps define where your business is going and how to market to the list. First you will need to pull that list together.

Who is going to make the cut for your list?

A List

Pulling this list together is as simple as defining which people/companies you want to see your company engaged in business.

  • Leaders in the industry
  • Up and Comers
  • Companies that you have worked with in the past
  • Companies that you are currently working with
  • Competitors Clients
  • Influencers (could be a golf pro that knows prospective prospects)

Forming the list will take time. You may have names that come to you right away. You will be able to pull from your CRM. Then you will need to research and think a little outside the box. Outsourcing is an option and may be able to help you identify leaders, up and comers, influencers and competitors clients. This option will let you stay focused on selling and growing your business.

Once you have your “A” list, segment it to make sure you are directing a message that will appeal to each group. The golf pro may not be interested about new accounting software – but may be interested in attending an event that you are hosting to gain new clients. Your competitors’ clients may be hesitant about switching firms but if you offer something that they are currently not receiving or if they become unhappy – they will not need to look far – because you have been there the whole time.

If you don’t have an “A” List – it is time to create one. Industry leaders have one (may be called something different) but this is how they are able to sell and market to the different segments.

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.

What Every Sales Professional Needs Right Now

Friday, February 6th, 2015

There are so many lists online of things that every sales person should have – from skills to technology. Some of the lists are quite humorous – listing motivation and selling skills as things sales people need. Nothing like having an unmotivated sales person! Here’s some of the “must haves” from various lists:

Sales professional

  • LinkedIn
  • knowledge
  • selling skills
  • focus
  • motivation
  • ability to work from home
  • fresh breath
  • CRM mobile app
  • Google Maps
  • clean hands
  • small talk
  • presentation
  • various apps for paying, tracking & note taking

There are many more lists that contain information about the latest technology and how it will benefit a sales professional. Did you notice anything missing from the list?  How about an updated CRM or a prospect list? Or a list of industries that use or need your product or service? Developing a prospect list can be done by you or an outside resource. During your meeting with prospects is the time to unleash your gifted selling skills. Your knowledge, motivation, Google Maps, presentation and  gift of small talk will help you close the sale with those prospects.

What’s missing off of your sales “must have” list?

Advertising that Costs $150,000 Per Second

Monday, January 19th, 2015

super bowl

Before the Super Bowl last year, NBC already started selling ads for Super Bowl XLIX.  NBC is charging about 4.5 million for  a 30 second spot. That is about $150,000 per second! And that is for just one spot!

At LeadGen we don’t charge nearly as much an eighth of a second of an ad running during the Super Bowl. And we target prospects – we’re not selling a meat lovers pizza to vegetarians. We hone lists and finesse messages to develop a rapport with prospects. One-on-one conversations with key decision makers who have the power to buy what you are selling.  We work seamlessly with your marketing efforts – and support those efforts. Are you emailing prospects, attending trade shows, planning an event, sending a direct mail piece? Meshing a calling program with any of these efforts will create the largest impact and put your company right in front of the prospects.

Thinking of your upcoming marketing efforts – does an ad during the Super Bowl or a direct calling campaign fit?

 

Email Marketing Follow-Up

Thursday, January 15th, 2015

email marketingHow do you plan on following up to the hundreds or thousands of emails that your are sending out to market your company? Are you sending another email? And then what? Who is contacting the people that opened the emails?

Contacting everyone that opens an email that you have sent can be quite an undertaking, and usually companies do not have enough people or time to take on such a task. If the open emails are not contacted – this is a missed opportunity. At EAS LeadGen, we help our clients by conducting follow-up calls. Connecting with the prospects and reinforcing the email’s message, we are able to create a rapport with them and with the ultimate goal of setting appointments for our clients. Email marketing follow-up is crucial to receive the most from your campaign.

Missing an opened email is a missed opportunity.

2015 Sales Forecast

Friday, January 9th, 2015

2015 is off – it started – whether we were ready or not. Budgets are in place, goals set and you are trying to close sales that you started working on in 2014. As you are finessing those hot leads who is working on finding you new prospects for 2015? What are you relying on – social media, cold calling, emails, direct mail, ads, trade shows, word-of-mouth? Are you living in the “Field of Dreams” mentality that if you have what they need – they will come? How will they know where to find you?

EAS LeadGen is works with companies who share the same challenges that you are facing. We are helping them with a holistic approach to sales marketing. Look at what you are doing to gain new sales and find the cracks. We have the expertise to fill, repair and prevent those cracks from happening.

Networking Ice Breakers You Shouldn’t Leave Home Without

Thursday, December 20th, 2012

Besides all the networking preparations and the “do’s” and “don’ts”, it is important to arrive at an event with questions that will further your discussion with whom you are meeting. Try a few of these and see how you do.

  • Have you been to this event before?
    • Yes answer: Who was the guest speaker and where was it held?
    • No answer: What do you know about the guest speaker’s topic?
  •   How did you get your start in this business?
  •   What are some of the attributes of your “perfect customer” in case I can refer you business?

More>>>

 

What Should You Do Before a Business Networking Event?

Sunday, January 8th, 2012

Getting the most out of a business networking event can be challenging. Here is a list of eight things you should do before an event to maximize your networking and prospecting potential.

  1. Bring your networking tool kit.  The networking tool kit includes: an ample supply of business cards, your name badge, any collateral material (flyers, brochures, etc.), and your marketing message (often referred to as your elevator pitch).
  2. Define your goalWhat is your goal for the event? Will you be able to achieve this goal? How will you achieve this goal? Goals could be about how many people you meet, the number of company contacts you establish, or meeting key people.

More…