The recession indicators
When you get often call from sales reps proposing events, conferences, face-to-face meeting events in your business or industry then you are quite sure they can’t fill the places available as they are desperately cold calling.
If additionally you hardly get any inquiry from potential customers then you should take these two as indicators of a slump (recession) in your business / industry.
Attention from potential customers
It’s clear there are not enough interested parties for the events and there is not enough sufficient interest from potential customers.
On one hand you need to get the attention of potential customers for lead generation, but participating in the events will be costly and might not bring enough return on investment – more or less your money will be wasted as currently there is little interest in these events.
You have 2 options:
- Outbound marketing
- Inbound marketing
Outbound marketing using email campaigns or cold calling
Both can be successful, but cold calling could be the best as you have personalized communication for better lead generation.
As hardly any potential customer calls you, then the only other source is your website. Hence you should be able investigating who is visiting your website. Several web services can provide you with the companies visiting your website, indicators to know their interest and metrics to know their level of interest. This will allow you qualifying the visiting companies and contact them.
Do you often get sales reps overhauling you for events ?
How often do potential customers call you ?
Is you industry in a recession ?