Fake Money Blog

We have the lead generation, sales negotiation with information gathering and offer calculation and formulation and finally the fulfillment part. Lead generation is the one that is the easiest to subcontract from an outside source or dedicate special team for that inside the company.

THE NATURE OF YOUR BUSINESS

Naturally you don’t need to divide your sales process into bits and pieces if you work - let’s say - in hair dressing and have a single store with a single chair. However, if you want to create a hair dressing chain then the planning and business management of its’ operations are very important. Without a proper management system there is no way that you can survive the constant flux of your workforce.

LEADS COME WITH A HINT OF CURIOSITY

Leads are the first step into right direction. Usually companies take care of lead generation with advertising. Some people have another name for it - they talk about marketing. With good marketing you get your awareness increasing message to the market and that will generate steady flow of contacts.

The real lead generation jumps in at this stage. It is contact person’s job to reel the lead in with a reassuring message and good rapport. If this point of the process was reached via marketing it is very easy to forward for actual sales people and usually happens with words “Please hold, I’ll put you through to the sales department”.

There is another type of lead generation method and that works so that company contacts as many probable prospects as possible. The most common example of this is telemarketing. Active push to reach prospects and once you find one you place her into process or make the sale in the phone directly.

This method requires ultimately more skill and effort, hence the payout needs to be good. The product sold in this way can be rather cheap like magazine subscription and can be decided at the spot, meaning that lead will turn into sale and then fulfillment during the phone call. The other way it to feed a sales process eg. financial services by producing steady flow of people sitting together with financial adviser. Some of these people buy into the idea of investing themselves stinking rich and produce hefty payouts for the marketing company.

Have you thought how to package and subcontract lead generation in your business? Share with me.