These days there are so many ways to generate sales leads because so many books are about sales, consultants and business coaches included, will tell you it’s a numbers game. You will be asked what is your magic number – for those who are unfamiliar with the magic number it is the following -- If you create X amount of leads your will create Y amount of offers, out of this offers your will receive Z amount of Sales multiply this with your average invoice value V and you will get your estimated Turnover $$$ which is directly proportional to your effort in creating sales. The magic number is important but the values in there could be so much higher!
So,
(Number of Leads - X) x (Conversion to offer/quote rate - Y) x (Conversion from offer/quote to sale rate - Z) x (Average invoice value -V) = Estimated Turn over - $$$ (X,Y,Z,V,SSS)
At an estimated 20% Conversion Rate from Leads to Quote and,
10% from Quote to Sale with and,
Avg. invoice value of $1000 will result in,
The following Magic number (100,20,2,1000,2000)
What I have learned over the years is to generate more and more leads. Visit more clients, call more clients, do more Expo’s, do more lunch & Learn, do google adwords, advertise on Linkedin and Twitter and Facebook (if your focus group allow it).
But what does this really help?
A typical scenario will be that after returning from the expo your work load has actually increased since you and your team was withdrawn from their daily activities and suddenly you have generated 500 more leads which need to be followed up by your staff and still do their daily routine work. Not even discussing the fact that you had no idea what the customer wanted at the time you talk to him 2 – 4 weeks after the expo. The same problem exists with a social media campaign, a google AdWords campaign, email campaign, you get all these leads and the same amount of people have to attend to it.
The typical sales process:
Generate lead – Screen Lead – Visit customer - Make offer – Follow-up offer – Visit customer – SALE!
By the looks of it we are all over worked and under paid and our businesses need more people, make sense but not business sense, since you have not sold 1 product yet. We work on the age-old principle the harder we work the more ROI we will get – which is not true. There is a saying which goes like this - Work Smarter Not Harder.
By not having a good system to qualify your leads/enquiries and the client/customer right in the beginning cause you to require more staff that need to call or visit 100 clients or more to make 20 offers to receive 2 sales orders.
What required is, you need to combine well educated Control Valve or Valve Staff with a method that calls our High-quality customers. But good quality leads mean higher quality customers and higher quality customers expect a higher level of competency and confidence from you.
So, do you need more leads? Maybe!
Do you need more knowledgeable Valve Staff? Definitely!
Do you need a method to identify High Quality lead? For Sure!
A unique method will allow you to call out specific customers who will in return put their hands up saying we are ready to speak to you what you have to offer – And this method is what you need.
I call this our Focused Marketing and Selective Selling. The Focused Marketing and Selective Selling Method will allow you to generate high converting leads instead of taking The Shot Gun Approach. This method could be used at expo’s, and any other types of lead generation systems you are currently using but the magic is it will qualify your customer before you spend unnecessary time on them. This will increase your ROI and allow you to work Smarter.
Let’s arrange a strategy session to equip your Business with this Method Now!
