Hi, I am curious to know what are the challenges start-ups are facing in lead generation and how are they addressing the same?
What is the best way of lead generation when I can not afford a tele-sales team?
Regards,
Amit
Lead generation
Comments
Prashant Chauhan
I would suggest kindly read this Book Lead generation For complex sales this has answers to all your problem
Saroj Kumar Singh
Hi Amit
You can call Jerson 09820196121.He will help you,He is a Sales Consultant.
You can have a look of his postings on Sales.
https://www.therodinhoods.com/main/search/search?q=jerson+james
Best Wishes 🙂
.
Abey John
Depends on the business. I am in the process of rolling out an online lead gen service. Tell me more. Or if you want to get your hands dirty pick up Brian Massey’s Your Customer Creation Equation. I totally don’t believe in cold calling and would strongly recommend to not go down that route.
Mohan Late
Abey,
Meanwhile, which lead gen service would you recommend to a start-up that offers mobile marketing solutions to small and medium sized local businesses?
Abey John
Read my article on internet marketing
If you are targeting local then you need a combination of offline and online.
a) online
You’ll need a landing page that clearly spells out your value proposition. If possible show a direct correlation between using your solution and increased sales.
For greater impact give a whitepaper download in exchange for their email id. The whitepaper should be something simple and not a ‘wall of text’. I’d suggest a slide deck that outlines the beneftis of your solutions with a brief intro on how it works. Follow that up with drip fed email content that expands on each benefit in less than 500 words. Track conversions with google analytics, adwords, fb ads, etc (where ever you are buying traffic).
Measure, test, and improve from there.
– google adwords search – targeted to your area
– remarketing targeted at visitors who visit your site but don’t convert
– listings in google local (or whatever it is called currently) and local directories like sulekha, locanto, etc.
– blog content related to SME marketing for local biz. Don’t take western content and repackage it at least not without running a mental sanity check to see if it is relevant to the local community. Write unique content that is relevant to the local community. Use Google+ to promote the content.
b) offline
– use a local business directory or telephone book to identify businesses
– send them flyers by post/fax – similar content to the landing page repackaged for the medium.
– try to get them to the website and signup to your email list.
– have a unique phone number using a solution like superreceiptionist.in. This enables you to track and record calls and you can leverage that for SMS marketing. Send mobile callers marketing tips, don’t try to actively sell. They will appreciate the tips and will engage with the content. Occasionally send them a special offer or something. Typical pitch to content ratio should be something like 30:70.
– measure, test, improve.
In both cases your job is to get the prospect to raise their hand and say they are interested. Don’t contact them till they’ve contacted you first. Cold calling is hugely expensive (in terms of time and effort and opportunity cost) and unless your inner salesman is confident of a high close rate from each visit focus on building the numbers on your lists. Your first job is to educate them to what your solution does and how it benefits them. If you have happy customers get their permission and ask them to say a few nice things about how you helped them. Don’t say “A customer” or give a name and city without the businessname. Testimonial should be appended with name of person, designation, business name, and city. Don’t cook up testimonials. There is a kind of ESP that operates in the background that businessmen can ‘smell’ when you are bullshitting them.
If you are tight on budget go with offline first and then online. But in any case maintain a blog. Ideal frequency would be once a day. Worst case once a week. Aim for 2-3 times a week. Bottom line, push content without worrying about customers for 6-12 months. Make a good effort to get engagement on G+ and FB. Hook in google authorship without fail.
Bonus strategy: Forget english, go with local language content if you can hack it. Or alternate between english and local language content.
Himanshu Mody
Just bought the kindle edition of the Book and read first few pages…..am hooked to it !! thank you so much for the recommedation , will share more when i finish reading. And the timing cant get better.
Abey John
:))) see? just devour the book and you’ll see your site with new eyes. conversion focused eyes! :)))
Abey John
Take a look at this too: https://www.localvisibilitysystem.com/