February 25th, 2013
People who go against social norms both willingly and unwillingly are those who we label as deviants. Social norms are what we believe is acceptable behavior in a given context. Okay, now you may be asking yourself just what could you possibly learn from societal deviants when it comes to financial services lead generation?
November 27th, 2012
In doing lead generation, it is wise to know right from the start who you should approach in a particular manner. Of course, not every lead you generate may be as interested as your other prospect so you cannot simply just come at them with the same mentality that you are going to close them soon. The best way to determine how and when to approach a particular prospect is through segmenting your leads lists early on in your campaign.
Why does it matter to do segmentation? Can’t you just deal with all of your prospects in the same way? It’s marketing after all, so why shouldn’t we just toss all our offers at them and hope one bites the hook. Well, truth be told, that way of thinking should now be rendered obsolete. Back then maybe you could have that mindset but today, prospect engagement matters and unless you do marketing in the right way, you are never going to get a good sale. (more…)
November 20th, 2012
People who are not into business will seldom understand the difference between sales and marketing. Some people think that marketers are salespeople, and some think that salespeople all just want to market their products and services. Well, that mentality is wrong. Marketers are in, in a way, in charge of doing lead generation for their company through their advertisements and marketing offers. Salespeople are the ones who handle the generated leads to try and close them.
Now that you have a basic understanding of the difference between marketing and sales, let’s take a look at how you can measure your lead generation results. First off, how can you tell the quality of a lead? Marketers say that a quality lead is one that is qualified; a prospect that shows interest, has a budget and a need for a certain product/service.
Salespeople, however, have something different in mind when it comes to the quality of leads generated. We asked one of your sales reps and he said “effective lead generation campaigns… I measure them if I can close the leads they generate,” So according to our sales representative, he measures the effectiveness of a campaign based on whether he can get somewhere when he gets the leads handed down to him. (more…)