Lead Generation Services Help Sales by Finding a Decision-Maker
Whether you are using lead generation services or sorting through leads yourself, it can be difficult to pinpoint the most effective way to make a sale. As always with lead generation, the quality of leads is far more important than the quantity of leads. To make a sale, it is most important to reach the right person in the right position within a company, as leaving information with or speaking to the wrong person does no good. Reaching the decision maker in a company is easily one of the fastest and most effective ways of generating a lead.
It can be difficult to reach the decision maker at a company, especially if they are senior-level executives. There are several ways to approach reaching these decision makers in order to increase your sales productivity.
Narrow your search to a specific area or branch of the company. It may not be necessary to speak with those at the very top, especially with larger companies. The decision makers for your service may often operate more autonomously, and they are the ones who will ultimately make the conversion from lead to sale.
Pinpoint the job title of the person you want to contact. That way, when you call the company, you can describe accurately and succinctly the type of personnel with whom you want to speak.
Determine whether or not you already know anyone in the company. That person doesn’t have to work in the area in which you are inquiring, but any connection immediately helps establish a personal connection. This can help open the door to speaking to the decision maker you are looking for.
Contact the company’s IT department rather than the receptionist. Even if you are not aiming for IT sales and marketing, they may be more likely to direct you to the person you need.
Reaching the right contact can make the difference in improving your conversion rates and increasing your sales productivity. Using lead generation services from an experienced sales team can help contacting the decision makers and ultimately obtaining a sale.