May 3rd, 2014
Jargon in any industry is often less well-received by prospects (particularly those mistrustful of corporate culture).
Unfortunately, those who work in finance, accounting, and (perhaps most of all) insurance really get the short end of the stick when you play around with the terms too freely.
March 29th, 2014
How do your telemarketers imagine a typical day in your prospect’s work? No doubt you imagine them first reading the paper (or maybe looking up the news online). Usually that just gives you another reason to shift your telemarketing attempts to a later time, when their not busy.
Is that the only thing you can learn from a reading habit?
April 8th, 2013
It is fairly common knowledge that your accounting lead generation campaign can run into prospects who have a simple, investigatory request. You comply as a way of giving a small demonstration of what you know and what you can do. What if, during the course of this, your lead generation process discover something it ‘was not supposed to?’
February 26th, 2013
Events are a popular means of lead generation, especially among those in the B2B sector such as accounting firms. On the other hand, one of the most common mistakes in using events for lead generation is losing relevancy by not sticking close to what the event itself is actually about. This is why it is important also apply the principles of targeted marketing to selecting events in which to market your business.
February 22nd, 2013
When the clock strikes 5pm, some of us are ready to head on out (except for those who love overtime work) and step back into the comfort of our homes – either that or go get a drink with the guys. Once that happens, well, there wouldn’t really be anyone left in the office to handle your lead generation campaign. And because of that you’re missing out on the chance to generate some good leads.