Are your Lead Generation Tactics Part of The Big Boys’ Club?
If you are an IT company and want to generate some great leads — look to the tactics deployed by OEMs like IBM, Cisco, Microsoft, VMWare, HP, Citrix and more to get the biggest bang from their marketing dollar when it comes to generating Qualified Leads for their Sales Teams.
How do they do it?
Simple
Three easy rules.
ONE
Always prospect with net new businesses to fill your funnel with opportunities.
TWO
Thank your existing customer base on a regular basis to ensure satisfaction and source for new opportunities.
THREE
Target your erosion accounts to bring back those who didn’t properly make it through step TWO.
It’s like the perfect wheel that will bring them in — keep them happy — get them back if they should fall off.
It’s important to keep the ‘goals’ in mind on all three items.
Goal of Step ONE
To create interest and awareness around your products and services. Get a meeting!
Goal of Step TWO
To thank customers, look for opportunities and increase your footprint by meeting additional members within the company. Get another sale!
Goal of Step THREE
Find out what happened. Apologize. Empathize. Get a meeting!
This is how The Big Boys — get to be –– The Big Boys.
This is how The Big Boys – STAY –– The Big Boys.
Since they are showing us how to do it — I think we should listen.
Don’t you?
ABOUT IDEA FACTOR
Idea Factor provides a full suite of marketing services including B2B lead generation (gathering qualified sales leads), surveys, data mapping, event tele-boosting, trade show follow up, in-bound and out-bound omnichannel contact center services, data cleansing, list cleaning, customer retention and loyalty programs.
Our commitment to excellence in customer service has awarded us repeat business for more than 25 years, from both our global and community clients. To find out more go to http://www.idea-factor.com or look at our Services here.
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