The recession will drive sales farmers to lead hunters again
Sales farmers to become lead hunters
If you have been in Sales with the same company since several years you have become more an account manager for your regular customers providing you with a steady income.
Due to the recession, the outlook for 2009 is grim.
You will need revenue from new customers as your existing customers will not bring enough revenue.
Thus it will be probably the year change from farmer to hunter for you.
Prospecting times are here again as you need to keep your total revenue in line with previous years.
The Sales problems you are facing:
1) Lead generation at low cost:
Unfortunately you need to decrease your expenses at the same time, thus you require generating leads at a low cost.
2) Customer retention at the least effort:
At the same time you want to keep an eye on your current customers with the least efforts.
Difficult to combine these two challenges.
Lead generation with interested companies
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In business to business most purchases start with an Internet search (7 out of 10): both potential new customers and your current customers will search on the Internet for information and comparison of products, services or solutions.
Thus both potential and current customers will visit the company website.
If a new company visits the website, thus a potential customer, you should know the name, origin and their interest in order to be able cold call (by telephone or email).
By contacting people you have found using Internet Data Mining on those companies, it is likely to generate more qualified leads as you know what they were looking for by the pages visited or the search terms used to find the company website.
This method will save you time and effort.
Customer contact
When a customer visits your website again, you should be alerted in order to call upon your customer armed with the knowledge of their interest from pages visited.
As this communication will be timely, it will save you time and effort.
Lead nurturing and customer retention
Once you have started a conversation with your contacts with customers or contacts found with prospects, you can follow up their reactions by the induced visits upon your communication(s).
As every communication (telephone, email or meeting) is registered in the CRM, the visits and communications can be plotted side by side on the same time chart for visual analysis of your efforts allowing you to improve on your lead nurturing or customer retention.
Post-click marketing
All or most of these features are provided by ‘Post-click Marketing’ solutions, like LEADSExplorer, helping you to turn from sales farmer into an efficient lead hunter again.
At the same time continuing to farm your existing customers even more efficiently at less effort.
Are you preparing to become a sales hunter again?
Cold calling and/or emailing for generating leads?
Will you be using a ‘Post-click Marketing’ solution?
More from LEADS Explorer
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