by Jayne Burch
The "Follow Up Monster" is the what stands in the way of every business that wants grow. You know the Follow Up Monster. It's the pile of business cards from a networking event or trade show that need a call back. Whether they're tire-kickers or the truly interested and qualified, you'll spend as much time and effort following up with each and everyone.
An automated lead generation system is the best way to tame the beast. Sales leads come from all directions, sometimes at great expense (I've worked with clients who spend thousands of dollars is month on Google Adwords and get nothing.) A company without a process to quickly qualify those leads and bring them through their pipeline to a closed sale is wasting time, money and effort.
For most businesses, the pipeline breaks down at one of two places:
- Too few qualified leads coming into the pipeline
- Poor or no follow up with leads so they go nowhere
Over the last 10+ years, I've worked to develop a solution to the lead generation and follow up problem faced by every business - big or small. The solution is having a system in place that automates the process of qualifying, educating and pre-selling products and services.
A lead generation system saves the precious time of your sales force because the system has already identified and started building a relationship with each lead automatically before your sales person spends time with them. Meeting personally with only the most qualified leads is more efficient and effective.
Creating lead generation systems for our clients is our forte. It's still surprising to me how many businesses don't yet have a lead generation system as part of their marketing strategy. I see how many companies are leaving a lot of money on the table from missed opportunities.
The lead generation system is so effective, nationally renown business consultant, Lisa Mininni, President of Excellerate Associates, makes it part of her signature program. Working with Lisa over the years, we've achieved remarkable results with the lead generation system in her business. (71 news clients in 3 months after setting up her system.)