Generating Sales Leads in a Down Market
Generating Sales Leads in a Down Market
Ask a business owner what he or she is doing about the economic crisis and they will tell you they are busy making big changes…reducing waste, re-engineering processes, revamping their sales efforts, cutting expenses, selling off inventories and the list goes on and on. Whenever a business is in the midst of making big moves and changes this is high season for sales lead generators. Whether you are selling in an up or down market, sales leads are always created as a result of some sort of cause and effect relationship that is based on a problem, challenge or pain. Change is a lead generator’s “best friend” because pain creates new sales “openings” that were not previously available.
Here are 5 examples of how to leverage slow times for new business development:
1. Realign Your Sales Message: The bottom line for most decision makers is that they still have lofty goals to reach despite having lost many key people. Their internal systems and processes are thus in a state of turmoil. In this context you need to reassess your lead generation pitch or messaging. If it costs a company ,000 to make a widget they have to find a way to now make that widget for ,000. You should be re-engineering your message so that your solution can help your prospect achieve this via saving money or dramatic process improvements. Often these selling points are sitting in the middle or back end of your sales pitch and moving these key selling points to your opening will provide key “showcasing”.
2. Look For Obvious Moves & Changes: Recently we developed a sales lead at a company that most sales people would elect to initially stay away from. The company was breathing its last breath but suddenly was acquired by a larger regional firm because of failing operations due to the soft construction and housing market. The news of this deal was all over the media so it wasn’t hard to find. Once the deal was inked the company had a new name and thus this “change” created a sales lead. The opportunity was comprised of: 200 sets of business cards, Letterhead, Envelopes, Mailing Labels, 5,000 each of 36 Different Color Sell Sheets, 20,000 presentation folders, 20,000 Direct Mailers and the list goes on and on. The total value of this sales lead totaled ,000.
3. Look For Companies Who Are Downsizing: Staff reductions may mean a greater reliance on outsourcing services. Typically companies try to spread their workload across their remaining staff and often this just doesn’t work. Serve up your services as a solution to getting the work done on a project basis. Sell strong on the benefits of outsourcing. You have a way for your potential clients to get basic workload done for much less than hiring a full time employee. You can also relieve the pressure on their small and over worked existing team.
4. Grow Revenues Via Cross Sell & Upsell: Pitching cost reduction is only half the story in a down market. It’s easy to forget that prospects of B2B companies are also struggling to increase revenues. Re-engineer your messaging to determine how your prospects can sell more of their products and services. For example, if you are a website designer this may be a good time to team up with a search engine optimization company and serve up this new service to all of your existing clients. More hits to a website means more sales leads. Look at logical cross sell and up sell opportunities that require little or no investment on your part. This fresh pitch gets you in front of your new and existing clients and that means you are building new pipeline and creating sales opportunities.
5. Adjust Your Target Market: Not all markets are sensitive to the economy in the same way. The housing market, for example, experiences the economic cycle sooner than other markets (and the raw materials that make houses experience the economic cycle even sooner than that!). Economists call these “leading indicators” because they are an economic cycle ahead of the average. There are lagging industries as well. The point is, not everyone is experiencing the same economy you are. Determine who is doing well and match your product or service to their needs. The goal is to micro-target vertical markets that are weathering the economic slow down better than others.
Over the past 50 years, the average recession has lasted 11 months. This is shorter than most people realize and if you keep this in mind it makes the storm easier to weather. Certainly there are economic realities to face, but smart prospectors will adjust their strategies and keep their sales pipelines healthy.
Al Davidson is the President and owner of Strategic Sales & Marketing (SSM), which he founded in 1989. Under Al’s direction SSM has designed and implemented new business development plans and programs for thousands of B2B companies nationwide. Since their inception SSM’s calling center has completed over 50 million cold calls to high level business decision makers and generated over 7 million sales leads.
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Categories: SEO Marketing Tags: Down., Generating, leads, Market, Sales
Get Mortgage Insurance Leads from Primary Sources
Get Mortgage Insurance Leads from Primary Sources
Even in the current economy, people are still steadily purchasing homes. You have plenty of opportunity to get quality mortgage insurance leadsAre you ready to move past high pressure selling? You can receive qualified and exclusive insurance leads that will result in faster sales, satisfied clients and more commission checks. Get access to a top notch lead generation system by visiting us at www.strategicwealthconnections.com.
as people take advantage of the tax credit for first time homeowners and purchase their dream homes. Also, the number of foreclosed homes has created a buyer’s market where many consumers are taking advantage of the lower purchase prices as well as lower mortgage rates.
People want to protect their most valuable asset and you can offer them the opportunity to cover their investment and provide security for their families. There are three main ways you can reach potential clients on a continual basis and provide the mortgage protection insurance they need.
Mortgage Companies
You can receive a steady stream of potential insurance leads through mortgage companies. As an insurance agent, you can contact mortgage lenders in your area and let them know that you offer mortgage protection insurance. Most brokers will be happy to allow you to provide their customers with your information, giving their new homeowners the opportunity to purchase the coverage.
Mortgage companies also process refinancing for current homeowners and those customers can benefit from the insurance as well. You could provide a flyer with your contact information that the lenders could give to their customers when they close on a loan.
Your Local Realtors
You can also develop the same relationship with the realtors in your area. Ask the broker of the agency you want to work with to give you a time slot in one of their weekly sales meetings. You can give a ten or fifteen minute presentation to their agents and provide any promotional materials that they can share with their clients.
Some realtors may allow you to include your information in closing packets or even meet their clients at the closing. The more agencies you visit, the more agents you’ll have promoting your name and insurance products.
Homeowner Referrals
Your current clients can provide you with referrals of other homeowners they know. Those people can include relatives, friends, co-workers and neighbors. Once they understand the importance of the product, they are often eager to share the opportunity with other people.
You can ask for the names and contact information from your clients and ask them to let their referrals know to expect your call. To make it easier, give them the choice of verbally providing the information or by completing a short form that you can provide for them. Some clients may even let you hold a presentation for other homeowners in their homes. This allows you to provide everyone with the benefits of mortgage insurance at the same time.
As long as there are homeowners and mortgages there will always be a need for mortgage insurance. With the right strategy and connections, you can get as many mortgage insurance leads as you can handle and reach many of those homeowners. You can build your customer base on a steady basis and become the agent of choice in your area.
Are you ready to move past high pressure selling? You can receive qualified and exclusive insurance leads that will result in faster sales, satisfied clients and more commission checks. Get access to a top notch lead generation system by visiting us at www.strategicwealthconnections.com.
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Automated Telemarketing – You Can Get Leads And Sales On Any Budget
Automated Telemarketing – You Can Get Leads And Sales On Any Budget
For many years, if you wanted leads, you had to have a big budget to succeed at telemarketing, but technology has solved that challenge. Now even the smallest home business can achieve the success once reserved for people with deep pockets.
Before you buy expensive equipment or subcontract your telemarketing or hire telemarketing workers, you should consider automated telemarketing.
The secret that has flipped the marketing world on its ear is voice broadcasting.
Voice broadcasting uses very sophisticated systems that would cost millions to buy and allows members to use the system to make calls for a very low cost. There is no charge for long distance calls and calls can be made for as little as .00 per 1,000 calls. It takes very little time or effort to use voice broadcasting for telemarketing and lead generation. All you do is upload the numbers you want to call, say the message you want to deliver into the phone and set the time you want your calls to start and to stop. That’s it. While you do your other jobs, the system makes thousands of calls for you.
Many phone broadcasting systems give you all the consumer or business phone numbers you need at no charge, so you will never run out of leads. In addition, many have programs that make sure you are in compliance with all laws and regulations.
Many people think the automated telemarketing with voice broadcasting won’t work. Who would buy these calls? The answer is the people who have a need. For example, if your roof started leaking last night and you got an automated telemarketing call from a roofer offering services , I will assume you would be grateful he called. If you have no need, the call is an a distraction. This is true with all types of advertising from mail to TV ads.
Automated telemarketing puts you in touch with the few who have a need and gets them to call you. My clients average a one percent response. That means if they call 1,000 people about 10 ask for more information. The huge benefit of automated voice broadcasting is that it takes virtually none of your time to make the calls and if you can get 10 good prospects for only .00, that is a bargain in any type of advertising.
Don’t invest in telemarketing. Let technology do the work for you inexpensively. No matter what your budget, you will benefit from automated telemarketing with voice broadcasting.
Get your free report with everything you need to know about voice broadcasting including script suggestions at http://www.automatedphoneleads.com or call 716-580-3384.
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Categories: SEO Marketing Tags: Automated, Budget, leads, Sales, Telemarketing
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Lead Generation Leads Tips & Training Story of Success & Testimonial
www.TrafficVaultSecrets.com Lead Generation Lead generation 10 steps to more businessLead Generation doesn’t have to be hard work or expensive. This article shows how to increase your income with minimum effort and cost. I did these strategies and I dominated Online. Lead generation – Wikipedia, the free encyclopediaLead generation (commonly abbreviated as lead-gen) is a marketing term that refers to the creation or generation of prospective consumer interest or inquiry. Are you position yourself in Traffic as well. GetBiz – The Lead Generation SpecialistsGet new customers locally and nationally. We generate live quote enquiries for your business. Our unique Pay-per-Lead system is designed to give you an. This could be the best way to Posture yourself. Online lead generation and internet marketing specialists from …LeadGenerators are specialists in internet marketing and online lead generation.Dominate with Social Media and Networking Online. The Seed – Pay Per LeadThe Seed is an online Pay Per Lead service. Customers receive targeted business leads and only pay per genuine business lead received. Lead Generation is the key to Online Success. Telemarketing, Sales Lead Generation & Appointment Making …Quality business telemarketing and sales lead generation services including appointment setting and database cleaning. Ensure your business has a quality. Follow top Marketers who dominate with Lead Generation and do it via Search Engine Optimization. Lead Generation …
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LeadPoint Launches The World’s First Voice Leads Exchange For The Credit Card Debt Counseling and Management Industry
Los Angeles (PRWEB) September 10, 2007
LeadPoint, the world’s first and largest online leads exchange, today announced the launch of its credit card debt voice leads exchange, a first for the leads industry. After revolutionizing the online leads space, particularly in the mortgage, debt, auto, payday and student loan verticals, LeadPoint’s new credit card debt voice leads exchange continues to efficiently deliver higher converting leads to businesses by enabling buyers to connect with pre-qualified consumers in real-time.
LeadPoint’s voice leads exchange now allows buyers to purchase leads generated from high quality sources such as television, radio, print, and verified call center hot transfers. Additionally, for existing credit card debt counseling and management firms who already generate inbound calls, the exchange enables them to better monetize consumers from states they do not service and from their advertising spend during times of excess call supply by routing those calls to LeadPoint. For publishers and advertisers, the voice exchange now enables those with media buying experience across TV, radio, and print to rapidly enter the growing debt counseling and management industry.
“Our new credit card debt voice leads platform is the most innovative and efficient way for publishers to monetize their inventory and the most efficient and lucrative way for credit card debt counseling and management firms to drive business,” states Marc Diana CEO of LeadPoint. “As with other LeadPoint products, we have systems that ensure these businesses get connected to high quality consumers in real time, with minimal effort.”
The highly automated bid-based exchange allows buyers to purchase leads based on an ROI model, changing their pricing in real time based on conversion of the leads. Additionally, buyers can change their filters at any time, including credit card debt amount, days past due and state.
“The LeadPoint credit card voice exchange is a ground-breaking product in the industry,” says Todd Cook, President of Debt.com and author of Road to Debt Freedom: Paving the Way to Prosperity. “The LeadPoint credit card voice exchange has enabled us to dramatically scale our business.”
A visionary in the exchange market, LeadPoint has traded more than 2 million leads since its inception in 2004. LeadPoint currently operates in numerous verticals including consumer lending, consumer credit, education, automotive lending and business services. With an incomparable pay-for-performance model, LeadPoint is revolutionizing the multi-billion dollar lead generation industry and is now offering another canny product that will take the industry by storm.
About LeadPoint
Founded in 2004, LeadPoint is the world’s first and largest leads exchange marketplace. Leads are competitively priced based on criteria and bidding by members of the LeadPoint community. The platform allows buyers to change bids in real time, and enables sellers to more efficiently sell leads and to enter multiple verticals simultaneously. LeadPoint trades leads in numerous verticals, including consumer lending, consumer credit, autos, education, and business services, and provides a single platform that allows thousands of buyers and sellers to simultaneously engage in trading leads. The privately held company is based in Los Angeles, CA. For more information, please visit LeadPoint at www.leadpoint.com and www.leadpoint.co.uk.
For more information, please contact Greg Isaacs at Greg.Isaacs @ leadpoint.com.
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Categories: SEO Marketing Tags: Card, Counseling, Credit, Debt, Exchange, First, Industry, Launches, LeadPoint, leads, Management, Voice, World’s
3 Tips for Prospecting Insurance Leads
3 Tips for Prospecting Insurance Leads
Are you running low on people to contact? Here are three tips for prospecting insurance leads that will result in meeting more potential clients and more sales.
Lawn Signs
Have you ever been driving down the street or stopped at a traffic light and seen a lawn sign advertisement? This a great way to reach thousands of potential clients by strategically placing lawn signs in high traffic areas. Of course you’ll need to follow any laws or regulations pertaining to this type of advertising in your county, but it can be well worth the consideration.
You could get multiple signs created at a reasonable price. They could simply contain the words, “Need Health Insurance?” along with your name and number, and you’ll have consumers calling within a few days of the postings. As you receive calls, you can ask where they saw your lawn sign and you’ll know which locations are working best. You can move signs that aren’t getting much attention to a better location and even add more to other areas as well.
Car Door Signs
You can advertise your business whenever you’re in your car. A bright and colorful magnetic sign attached to one or two of your car doors will draw attention and get you plenty of free insurance leads. There are print companies that provide car door signs at a low cost, and you could earn the money back in no time.
People will notice your sign everywhere they see your car. You can get potential clients at the grocery store, gas station, the mall and even just sitting in traffic. You could even park your car in a visible place at different outdoor events where people will see your advertising, and you could pass out your business cards and be available to answer questions about health insurance.
Lead Service
You could get regular leads coming to you by email or by fax by registering with a lead generation service. You can choose how many leads you want to receive and they will provide you with the names of people looking to purchase the types of insurance products that you offer. They do all of the work for you in finding consumers who need insurance.
You’ll get qualified leads ready to make a decision about their health care and ready to purchase a policy. The guesswork is removed and you know these contacts won’t be hard to sell. All you have to do is listen to their requests and present the appropriate coverage. The lead service can also set appointments through their pre-qualified leads. Not only will they locate the people you need to contact, they can also make it easier for you to meet with them and close the deal.
In order to make more sales, you need to reach as many people as possible who need your insurance products and services. It doesn’t have to cost a lot of money or take much time to get the quality leads you need. Prospecting insurance leads can be creative and fun as well as lucrative for your business.
Are you ready to move past high pressure selling? You can receive qualified and exclusive insurance leads that will result in faster sales, satisfied clients and more commission checks. Get access to a top notch lead generation system by visiting us at www.strategicwealthconnections.com.
Categories: SEO Marketing Tags: Insurance, leads, prospecting, Tips
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