June 14th, 2014
The term eating your own dog food tends to carry negative connotations of not enjoying your own products. What makes this really misleading however is the fact that there are plenty of businesses big and small where the employees enjoy their own products and services.
Even a consulting firm can generate its own finance leads and not feel guilty about employing its own information and expertise. But perhaps, the best way to do this is to understand why this is commonly believed to be harmful to a business.
April 28th, 2014
MasterCard’s Priceless campaign has been going on for 17 years. It’s been parodied, subject to memes, and is a household catchphrase.
But underneath the praise of pop culture, it says something else. It’s something that many in the finance sector constantly ponder about every day: value.
When you’re qualifying finance leads, what do they tell you about value? Specifically, what does it tell you about your own prospect’s pricing?
What are the things they just deem priceless?
April 5th, 2014
Whether it’s actual financing, financial expertise, or other facets of the financial services industry, they’ve all been accused of ‘fooling’ and ripping them off hard-earned cash.
And while April Fools’ is long gone, it’s really painful to see folks recalling the stunts of other brands with a chuckle but casting a dark look towards your entire industry for even thinking of doing the same.
It’s like you dabbled in the dark side of being a trickster and now you can’t ever try and play the part again. Do you dare hope for more finance leads when everyone’s treating you like Loki from Thor?
May 30th, 2012
Taking risks is becoming quite the virtue these days. However, do the facts really line up? Can you really rely too much on the data and less on gut-feeling? Well Jill Dyche of the Harvard Business Review might have something else to say:
“Savvy managers understand that weaving data-driven decisions into the fabric of corporate governance can obviate organizational infighting and drive progress. By establishing clear accountability measures, managers can determine whether and how corporate goals are being achieved, and hold people accountable for how they are achieving those goals. ”
The above quote is simply a small piece of the larger reality Dyche has written about. These days, despite our advancements in high-speed, high-storage information technology, there still exist companies who act too much on what’s arbitrarily subjective instead of the simple facts and hard data.
As a financial service provider, you should be right up there in maintaining the balance of heart over head in company management. The problem of course is that these days risk-takers continue to have a large following of hero worshipers both in the business world and beyond. Another recent example would be the debacle of Facebook’s IPO. Prior to the event, many a business blogger and columnist have expressed concerns over the huge risks investors are taking in buying Facebook shares.
In the following Businessweek video, you’ll see just how many are starting to regret jumping in on the social media hype based on Facebook’s performance:
Despite Mark Zuckerberg’s success, if there’s one thing you can take from the statistics in the video it’s the fact that risk taking isn’t what it’s cracked up to be. But if there’s one thing that does minimize such risks, it’s data.
It’s quite logical really. The more information you have, the more you’ll know about what you can and cannot do. Relying on one’s own gut might work if you were some hero in an action movie but when it comes to business, it’s time to tone down on gut and let the hard facts and hard data take the wheel.
B2B lead generation can be a good example here. You don’t just purchase a contact list of businesses and start calling away. That list needs refining and your marketing strategy needs quality data to act upon. In fact, this isn’t just limited to the finance industry or even the whole B2B market. It applies to all businesses. Companies like yours though are one of those who know just much can be accomplished if you used data to your advantage. In the case of your leads, it tells you if they have the budget to business with you. They help you manage your time when setting financial appointments. They tell you who talk to about your service. In fact, even the numbers still play a role because not having them leaves you with nothing to start with.
Of course, there will be moments when there is still so much uncertainty but the guy who followed his gut comes through with a success story. However, there is just as much virtue in keeping yourself informed and using that information to steer clear of any trouble. Taking risks should be a last resort, not a popular option!
May 3rd, 2012
Setting an appointment for financial services is a big responsibility. There’s no doubt that you’re already busy handling other clients but you need to still set a sizable amount of your time meeting new targets for more opportunities.
The tragic thing about time is that, unlike money or some other form of capital, it’s likely the most non-renewable of resources. As far as you’re concerned, you can recover money and other physical losses but you can never truly recover lost time. You can make up for it but nothing will ever take back the hours you end up wasting when you get finance leads and then end up losing them because a proper appointment couldn’t be made.
That’s why, whether you’re outsourcing lead generation services for appointments or have hired your own group to set your schedule for you, they must know how to stay vigilant even after a lead has been qualified and the meeting date has been set on your company calendar.
One way to maintain this vigilance is by properly keeping close tabs on a prospect via a well-maintained database. Your lead generator has monitored the status of a prospect all the way until it was marked qualified. It shouldn’t stop there. The database entries must be monitored all the up until the meeting has taken place.
Monitoring also gives you more clearance to conduct business communications when it is usually restricted. Businesses looking for Australia business leads are allowed to make calls because the country’s registers are only protective of communications between companies and private citizens.
In any case, when screening or assembling a lead generation group, make sure their appointment setting must always keep tabs even after qualification.