Detecting Holes in Your Lead Generation Campaign « ledgerleads_blog

Detecting Holes in Your Lead Generation Campaign



December 27th, 2012

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lead generation, appointment settingWhen you want to know if there are bugs plaguing your crop fields then you may start with looking for holes in the leaves of your plants. In lead generation, however, there are other indicators as to when there are holes in your campaign.

Farmers don’t like bugs in their fields because they destroy crops, jeopardize the harvest and thus affect the amount of profit made in the end. The same thing happens when there are holes in your lead generation campaign, although you’ll be losing leads instead of green leafy vegetables and other types of crops.

When there are holes in your lead generation campaign, then you are at risk of losing a lot of profits – a lot of missed opportunities. For any business, having a working lead generation campaign is an important part of keeping their pipeline filled with good leads and potential sales sources. So just how do you find out whether or not there are holes in your strategy and campaign?

 

Set eyes on your data sheets.

One of the first places to check on whether there is a hole in your strategy is your own data sheets. Do you keep all your data compiled in an archive? If you do, then pull up your old records and see whether or not there is a difference in the amount of leads you currently generate compared to those in the past (usually months and weeks).

Is there a steady increase? If yes, then you’re still in the green. Is there a steady decrease? If yes, then that signals that there is something wrong.

 

Turn ears to your prospects.

Sometimes we focus too much on the numbers that we completely neglect the quality of our work. The same goes for your lead generation campaign. Numbers aren’t the only indicators of a hole in your campaign – what your prospects have to say is also a key part of assessing your strategy.

In lead generation through appointment setting, one of the reasons as to why your campaign may not be performing well is because of the message you give to your prospects. If you make use of B2B telemarketing, then it would be wise to check on your call script and what your telemarketers are saying to your prospects in your appointment setting campaign.

Finding holes in your lead generation campaign and strategy is about setting your eyes and ears to the right areas of your campaign, however, data sheets and call scripts aren’t the only places to check on. There are other areas of your campaign which you should not neglect in order to find the holes in your strategy.

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