Small Business Lead Generation: Qualify Leads To Generate Revenue

There are many agencies that execute small business lead generation campaigns for their clients. It’s hardly a surprise that more than 90% of these fail feebly in their attempts, since the entire focus is on generating sales. While this statement may surprise many even further, the fact that is being emphasised upon here is that qualifying the lead is of paramount importance while one is cold calling for selling a product or service. If one is going to have any kind of success at generating business, it’s important to realise that the efforts need to be channelized in the right direction, otherwise one can continue on the wild goose chase with little or no chance of success.

However, just because qualifying the call is a very important aspect of the process does not mean that one should jump directly into it. It’s essential to understand the stage at which one should attempt the same. Ideally, the first stage of a sales call is about introducing oneself and talking about the product. Once that has been taken care of, the salesperson needs to begin probing the prospect, with regards to checking how much interest has been generated. The introduction stage during small business lead generation is essentially all about telling the other person why the call was made, and it is very important that the prospect is made to feel that he/she was handpicked from a list simply because the product or service being offered caters to his/her needs.

The success of small business lead generation campaigns is also about the state of mind of the salesperson, i.e., how much is he/she motivated to make the sale. While a big part of this aspect is dependent on the success that is achieved via calling, the top management can certainly do its bit by incentivising the whole exercise and rewarding salespersons for their efforts that bear fruit.