Professional Service Lead Generation
Utilizing every tool available to man to get new businesses since the year 1988, I've been able to learn a few lessons from my mistakes.
One of these is that it doesn't regardless of the vehicle used to market (digital or social
outbound, etc. ) inbound, etc.) anticipate moving the conversation from a specific place “A” to an even more ready location “B”. If a potential customer isn't sure whom we're, can it really be reasonable to believe that we'll contact them or email them and they'll magically put aside their work and be attentive? It's not a realistic expectation However, often, that's what happens in lead generation that is poorly planned.
the campaign, and more specifically, in professional services.
Read More: Professional Lead Generation
One thing that I've discovered having spent more than 20 years selling marketing services myself is that it's much easier to sell a tangible product that people already know and appreciate, as opposed to selling an intangible product. Particularly one that you need to explain. One that is based on deeply-rooted relationships. Or both. Like ad agencies.
The majority of agencies have taken the time to develop amazing intro content, and have made it available on every channel. The best ones have plans in place to convert inbound traffic generated by content into qualified leads. These programs begin with smart conversations based on the location it was, when, and how prospects reacted to the content. If your agency has either of them it's a solid foundation.
One thing very few agencies have ever done is to look over the previous conversations, relationships, or proposals that are off the radar for the short term. Ask any executive from the agency or sales development expert whether they can find 5-10 prospects that fit these criteria and you'll likely receive a clear approval. Every person who's been in the business of agency for more than 10 years has at least 5-10 phone calls (or even more) they'd make if we're in the position. However, they aren't. Even were they to, however, there are better opportunities to make use of their time at an hourly rate. This doesn't alter the fact that there is a chance to make money – and that's why Leads to Sales has been helpful.
