CRM for lead generation – the of end cold calling!

In the marketing manager’s role, you have probably made an estimate of how much it costs to win new clients or better clients through old fashioned cold calling.

Now if your assessments mirror ours, the analysis is probably somewhere along the lines of high input, low return.

Ideally, you would like to switch those dynamics 180° so that the lead generation process is as lean as possible, organised and returns a more positive percentage?

As a brief summary of how we believe it is best approached in the modern, technical age, we outline six important steps.

Step 1: Forget what you knew

Step 2: Understand who you are talking to

Step 3: Have customers come to you

Step 4: Be the organisation they familiarise with

Step 5: Centralise the process

Step 6: Maximise your website

Rather than swamp you with everything in a single blog, here we can examine the importance of centralising your processes so lead generation (often from less than useful databases) replaces aimless cold calling.

Centralise the process

With traditional cold calling, why it is so demoralising to sales staff is that it casts a rather aimless net as widely as possible, without any true pre-qualification or canvassing, and tries to haul it into your confines.

Now imagine it you can set up so it works the other way around; in that rather than a sales pitch, you are actually sending out viable information which attracts more clients who are already pre-qualified by Google’s search and analysis algorithms?

In effect, what you are doing is becoming a thought leader and disseminator of important information which is in fact not just advertising your business, it is allowing the potential client to actually read the business itself, not just about it.

And at all times, it works from a centralised point within your CRM so tracking and mapping of all leads, their rate of growth, and the areas in which you are strong and weak are constantly identified so all your efforts are refined and maximised.

Centralising the lead generation and new clients nurturing process takes away a good deal of the hit and miss of yesteryear.

It will, in due course, lead to more clients and better clients as your presence and quantity as a thoughts leader grow.

This is just a small insight into how we believe Marketing Managers around the world can radically change to accommodate the powerful internet revolution without really doing too much or spending huge budgets.

For some more simple ideas of how it all fits together, our free e-book will definitely provide more insight to help you along.