Generating Leads- B2B

[Leo Brower]

Starting a discussion on Generating Leads.

Please share your experience.

[ebonybailey]

Generating Quality leads is easier than you think.
Leads alone mean nothing other than wasted time and effort. QUALIFY all your leads with those details that are important:

1.Why are they looking to purchase
2. When are they looking to purchase
3. Is this person the final decision maker?
4. What budget has been allocated

Then decide how your going to appraoch the lead, is there a problem they have that you can resolve, why don't they like what their using now?

The end result being that if you walk into the meeting having a full understanding of their needs. And your conversion rate will steadily grow.

Hope this helps someone.

Michael

[Leo Brower]

Hi Micheal,

Thanks for your response.

Lets suppose we run an office furniture company. We provide both products and services. Our products are office chairs, desks, workstations,etc. Our service is office interiors.

Our potential prospects are organizations that:

o Opening a new business or
o Refurbishing their existing office(s) or
o Moving offices or
o Opening new office(s)

suggestions?

[ebonybailey]

Do not outsource!!

Simply for cost reasons. Youw ould be better off bringing someone in who is young and enthusiastic, someone who is looking to get into sales. I would also set a benchmark by only calling companies that have a certain turnover, or a defined list of companies that you know are refurbing, relocating.
This way when you get an order the value will take care of the costs that you have made for the inhouse telemarketer. Set out the qualifying questions, make sure you are speaking with the right people, in this case an office manager perhaps, and then build a script - Not to be followed word for word but as a backbone to your approach. make the script short ( a basic script can be found on my website ) http://www.ebonybailey.co.uk/training.php

Do not expect too much in the first few days, and be flexible with how you deal with leads, not everyone wants to have a meeting they may want to deal with you via email or via phone so be open minded about what a lead is.
Is there anything help I can help with?

[daveashton]

Leo

In that scenario go are partner with a cabling companies and provide a kick back on deals or per lead provided.

A company in Glasgow partners with 4 and has built a trusted relationship with them and now over 90% of his business comes through those companies.

[Leo Brower]

Hi ebonybailey and dave,

Thanks for responses.

Unfortunately we are not in UK. We operate in the tiny but fast growing Dubai.

One trouble is getting to know about who is relocating, refurbishing or establishing. I have tried to get this info from building security companies with no success.
We try to scan the market and to collect info on new buildings and then using direct mailing to deliver our message to them, it has never worked and has never generated a single lead!

There is no suitable database to purchase here, and all the databases I have purchased have never given me results. Our competition is growing stronger everyday.

I feel there is a great need of being creative to survive in this competitive market.

[webit]

Hows the face to face networking circuit - I'd have thought with buying your just re-using the same contacts as your competition. Also, trade shows or discount for referrals from existing business.

[daveashton]

They key is to find the companies who are selling services/ products before yours is needed. The next issue to provide a big enough incentive for them to pass the information to you. Cabling is just one small area and hence I would ask your existing clients who helped them move to bigger offices and getting ready to the point that they needed your products and services.

Good luck

[Leo Brower]

Correct Dave.

I spotted that I need to partner with contracting companies and real estate. I never though of it in terms of "ompanies who are selling services/ products before ours is needed".

I shall trace all that happens before a company is in need of furniture.
Thank you Dave

[daveashton]

NP Leo and Good Luck

PS If you need a sales consultant I could do with a break somewhere hot for a change. I spend to much time in a car anywhere between Glasgow and London!

[Leo Brower]

Thanks,
We will wait for executives/decision makers to return from their holiday.
The summer is hot and myself just returned from my holiday.
When there is the need for a sales consultant, I definatly will consider you, in fact I feel the need of one, so I shall suggest to my managing director.
Thank you again.