Lead Generation Summary Paper & Proposal
LGCo utilises its lead generation and sales support strategic model to assist its client base in pro-actively approaching its target market. LGCo's core business is to generate highly qualified appointments with prospects interested in evaluating our clients' product / service.
LGCo always proposes initially a pilot campaign to establish the return on investment of direct selling for our clients. LGCo then seek an ongoing sales support relationship with its client base as LGCo seeks to generate an ongoing source of leads and appointments on a larger scale.
LGCo specialises in Business to Business (B2B) lead generation and sales support campaigns. LGCo is run by professional, sales focused individuals who seek to assist our partners to increase profitability through an effective and flexible outsourced call centre function.
Every B2B sales strategy requires a pro-active selling function and, by forging a relationship with LGCo, our clients can be confident they are working with experts in the field who are result driven and focused on long term business relationships.
Strategy
Lead Generation Company works closely with its clients to ensure the strategic element of a campaign mirrors its clients' company profile and current marketing plan / business branding. LGCo also consults with its client to establish the target prospects which are going to have the highest predisposition to requiring our clients' product and service.
LGCo proposes approaching a number of industries in a pilot campaign such that the intelligence gained in the pilot can then be used to forge successful ongoing campaigns.
LGCo utilises its scripting and email marketing experience to ensure our clients' products/services are effectively and professionaly portrayed to the market.
LGCo qualifies lead opportunities through a range of questions that dictate a prospect's current requirements and provide valuable sales information. LGCo also creates follow up e-mail campaigns that can be sent to prospects requiring further information prior to setting an appointment.
Both the scripting and e-mail strategy are aimed at qualifying lead opportunities and turning these into an appointment for our clients' representatives to close.
Data Quality
Lead Generation Company has ongoing relationships with Australia's premier data providers. LGCo has the ability to obtain the most accurate data available in Australia on behalf of its clients. LGCo see this as essential to ensure its lead generation campaigns are as successful as possible, as incorrect data can lead to wasted resources and hence reduced return on investment.
LGCo sources and procures the best data possible on behalf of its clients and utilises this for all campaigns. This is due to the fact that LGCo sees an effective pilot campaign as an essential first step towards an ongoing alliance between our organisations.
LGCo can segment and target our clients' precise target market according to a wide range of data variables. LGCo can segment data through company turnover, staffing numbers, geography, industry types etc, as well as target particular titles within an organisation.
In addition, LGCo can extract or de-duplicate its clients existing customer data base and prospect list so current clients will not be approached.
Sales Focused Staffing
As specialists in lead generation, LGCo only recruits professional, sales focused staff. LGCo employees are trained and evaluated according to sales strategy and objection handling upon commencing employment with LGCo. LGCo staff are full time employees who are paid performance based commissions.
LGCo sees sales focused staffing as crucial to success and one of its important points of difference to other call centre providers whose recruitment policies are based on cheap, casual labour. Contrary to the coined phrase 'it's a numbers game', LGCo believes quality staffing utilising an effective strategy is crucial for an effective B2B lead generation campaign.
LGCo provides dedicated sales agent(s) to be used on our clients' pilot campaigns. Experience has shown LGCo that it is imperative to have dedicated staff focused on one campaign beginning to end to increase its effectiveness.
LGCo staff become project managers on behalf of our clients and we encourage our client to have regular contact with our sales agents. All clients are also welcome to visit LGCo throughout the campaign to oversee its handling and provide company advice if necessary.
Sales Technology & Reporting
LGCo utilises cutting edge sales focused technology to provide leads to its clients in a simple yet effective manner. LGCo reports on the status of all lead opportunities as well as accompanying notes, questions etc on a daily basis.
LGCo also provides regular reports to its clients that will detail all call attempts and their outcomes, including a complete list of all companies contacted and their outcomes at the completion of the pilot campaign. LGCo's reporting method is designed to provide 100% accountability throughout the campaign.
LGCo gives each call an outcome to provide intelligence for its clients. Examples of positive outcomes that will be provided to client include:
A1 - Immediate appointment confirmed within 14 days.
A2 - Telephone based appointment.
E1 - Send e-mail then follow up to set appointment.
F1 - Follow up required - Prospect requires contact at a later date to set appointment.
Pilot Campaign Overview
Most LGCo clients indicate that they require a flexible lead generation service aimed initially at setting X amount of appointments per week, which may be increased over time as the client expands.
LGCo proposes a fully flexible solution for its clients in line with their preferred strategy. LGCo puts forward a fixed price quotation to set up a pilot lead generation campaign on behalf of Client. LGCo can tailor the pilot campaign strategy to suit the lead generation requirements of its clients.
This lead generation packages will include the following products & services:
- LGCo director expertise and strategy evaluation.
- Total strategy flexibility to suit Client's appointment requirements.
- Tailored sales focused scripting.
- Tailored e-mail to support the telephone campaign.
- Campaign data segmented, sourced and purchased from the most effective supplier.
- De-duplication of Client's customer/prospect list.
- Dedicated, full time sales agents to work on the campaign.
- Training of all Staff.
- All Call Charges and Email Expenses.
- Performance based bonuses paid to staff by LGCo.
- Cutting edge Call Centre software to interrogate campaign data.
- Regular reporting and monitoring of the campaign.
- Final report including all companies contacted and their outcomes.
- Campaign de-brief and ROI / strategic evaluation.
Time Frames
LGCo needs 10 working days notice to establish a pilot campaign on behalf of its clients. LGCo requires this time to source the appropriate data, prepare the scripts, and prepare the back-end systems to interrogate the data and to train our staff.
Once the campaign is underway, we can either increase or decrease the activity within the campaign according to our clients' requirements.
For example, if the lead supply is greater than that facilitated by a client, we will reduce the telephone contacts until the ideal partnership is in place.
Conclusion
LGCo's business model is based around forging a long-term lead generation and sales support relationship with our clients that can be mutually beneficial.
LGCo's philosophy is about long term business relationships, and hence we do everything in our power to ensure our lead generation campaigns are as successful as possible.
We believe that our expertise and sales specialisation can assist our clients in an area vital to all business development - increased sales opportunities and hence increased profitability.
