Why outsourcing Lead Generation makes more sense than ever.
Why outsourcing lead generation makes more sense than ever. For the typical company, some business development activities align with the enterprise!s core competencies more than others. In light of today’s economic conditions, more and more companies are discovering that lead generation and referral development are activities that are better left to an outsource specialist. The reasons behind this shift in thinking are many: Internal resources are more scarce than ever. At best, the process of lead generation and referral development is frustrating and time-consuming. And many companies can!t justify the overhead of dedicated staff for this endeavor. Senior personnel, and even non-marketing staff, are often called on to add this role to their personal agendas. Depriving them of time they could spend on high-impact activities that are more suited to their talents. The need for more robust results. Let!s face it. It takes a certain kind of personality and focus to be successful at lead generation and referral development. We have developed a process that is part art, part science, and all about tenacity. With this pleasant yet persistant approach, a trained Megafacts advisor is simply better at breaking through than most in-house people could ever hope to be. A predictable and adjustable investment. All issues of ability and focus aside, it’s difficult to carry out an internal program in a cost-effective manner.. By outsourcing the lead generation and referral development functions, a company can adjust its level of activity to suit changing requirements for work volume —”while compensating for seasonal considerations and economic climates. An invaluable head start for the Lead Generation process. The more turnkey a business development program can be, the better its chances for immediate and long-term success. The integration of an outsource partner enables an enterprise to hand off any number of tasks, based on its needs and budget. These activities can include the development of a targeted, proprietary database. Along with the detailed followup and reporting that is essential to maximizing program success. Finding the right contact. Versus any contact. Multiple calls and/or emails are often required simply to identify the real decision-maker you need to reach. As such, this initial research/contact component is invaluable to the business development process. The only thing worse than not getting a meeting is getting one with the wrong person. The ability to make an entrance. The decision-makers you!re seeking to meet are people who fully...
Read MoreWant to win more business? Articulate your value proposition.
My friend and a business colleague Jonathan Verney posted a very good article on his website that I want to share with you. The approach provided in developing a strong UVP (unique value proposition) to reach potential clients is one that I practice and endorse. While the focus here is on wealth managers, the concepts can be applied to almost any market sector. You can read more on The Five Laws of Business Writing on Jonathan’s blog. http://jonathanverney.blogspot.ca Want to win more business? Articulate your value proposition. It’s amazing how easy it is for us to miss the obvious, simply because we can’t see the forest for the trees. We sometimes forget why were in business. Our knee jerk reaction is to say that we’re in business to make money. If you think that’s the answer.. You would be dead wrong. Making money is the result, not the goal. It’s the after-effect of your day to day efforts to perform and produce and complete whatever it is you do for a living. Because what you do for a living isn’t making money, it’s making satisfaction. Remember that old Stones song: I Can’t Get No Satisfaction? If you can’t satisfy customers and clients in some monetizable way, you won’t be in business very long. Some of my clients are wealth managers. Their job is to manage money for wealthy people. Of course, it’s a lot more complex than that, and while most wealth managers (and financial advisors) understand their value, they forget the big picture. They forget that their prospects and clients don’treadily understand their value the way they do, which is why they need to be told in clear and certain terms. This is why articulating your value proposition is so important to winning new business — and at the same time, so hard to do. (Shameless plug: you can find a whole chapter on value, and value propositions, in Feed the Startup Beast). Anyway, as part of my research for one of my wealth manager clients, I found an excellent article on value props for financial advisors. I’ve emphasized some of the points made, but otherwise left it intact. Even if you’re not in the wealth management business, you might find it useful too. I sure did. Going from Good to Great with the Right Unique Value Proposition BY: KEN HAMAN Financial advisors know there’s a lot of competition in the marketplace...
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