Generating Ideal Leads Increases Strategic Sales and ROI
Generating sales and sales leads is imperative for the survival of any business especially in the service industry such as insurance. While tangible goods have an added advantage of see, touch and feel, the benefits of services need to be communicated. It is a well-known fact that word of mouth is the best possible way to build the brand. However, the question of reaping optimum sales while making consumers believe in your brand is quite a challenge that needs a strategic sales strategy.
Groundwork for Brand Building
To facilitate success, the marketing and sales teams must work in sync. They must believe in the company’s values, mission and goals. Teamwork of the marketers builds the first stepping-stone for the consumer to trust the brand. Marketing team brings in the brand and communicates its trustworthiness and usefulness to the consumers. Once the rapport has been built, it helps generate an interest based on the genuine need of the services being provided.
Generating Ideal Qualified Leads
Any serious business would always employ more than one ways to generate leads. While all the methods of generating leads have their own advantages, cold calling is the only one that provides a bunch of advantages
ü Create brand awareness
ü Communicate the brand value
ü Create a one on one, trust-based relationship with the consumer
ü Note the genuine requirements of the consumer to help the business find qualified leads and
ü Provide business with requirements of the consumers to launch products that have a demand
While it is the goal of the sales team to generate sales, providing them with qualified leads is the first move of team alliance.
The Benefit of Qualified Leads
While getting in touch with the consumer results in brand awareness, the qualified leads are the finest resource for sales conversion.
ü Qualified leads have a better ratio of converting into sales
ü Save time and money of the sales team
ü Uplifts the confidence of entire team with better results
ü Business saves ample of person-hours of the expensive sales team
ü Return on investment ratio improves significantly
The Key Differentiators
Calling the customer is not just picking a phone, dialling a number and talking. As a fact of the matter, a number of factors play the role of the key differentiators.
ü Does the team understand and respect the motive of the service that the business is imparting?
ü Do they understand the process and ask if they are in conversation with the decision maker?
Taking information from a person who is the actual decision maker will result in qualified leads.
ü Are they compassionate enough and gather genuine information to determine if the lead is actually qualified or not?
ü What are the hours when the calls are initiated?
Research and experience tell us that the best hours to make calls are on workdays between 6:45 to 8:00 am, and between 4:30 to 6:30 pm. However, the Monday morning and Friday evenings are an exception.
ü Can they schedule calls and conduct follow-ups?
On an average, sales call needs five follow-ups, from an initial point of communication to actual sales. Nearly 44 percent of the sales representatives move on after initial contact and do not bother to follow up. Eighty percent of the sales come after the first five follow-ups with consumers who have initially shown a mild interest.
ü 14 percent of the phone communication is about the choice of words and what is being said while 86 percent of it is about how it is being said. Non-verbal cues are a massive part of phone communication.
ü Quality over quantity has to be the motto.
If you are genuinely interested in increasing the sales of your services, it is important to consider ideal and qualified leads. As the technical jargon goes, “GIGO — garbage in, garbage out”, if you want to see your sales actually improve, it is imperative to focus on the quality and obtain of ideal leads that are qualified.