Thursday, October 11, 2012

The Three Mindsets That Ruin Lead Generation

When conducting business in Australia, it is normal to look for way to increase one’s visibility to the market. That means conducting a lead generation campaign. This is a very important activity, since the sales leads generated can make all the difference in continued profitability. In today’s highly competitive business environment, both in and out of the country, getting more customers becomes a necessity. More B2B leads can mean a lot for firms. So why do some firms still fail in generating sales leads? The culprit may lie in the mindset. The kind of thinking a company has about their business and the market can ruin a business. And the three most common pitfalls are:

  1. The market does not change. Even if you think that your customers will stay loyal to you, market trends and new technology can influence buying habits. This can affect your ability in, say, appointment setting work.
  2.  There is no real monitoring of performance. Sure, making a sale every day is good, but how does it translate to the overall performance of the company? Not knowing where your business stands can be a sign of bad management, or simply being short-sighted. It is like letting your telemarketing team loose and wishing they succeed.
  3. No follow up after the campaign is done. Not conducting an analysis on whether the campaign is a success or not is also a bad move. How will you know where you succeeded or failed if you do not analyse your lead generation campaign?

So please, try correcting these mindsets. These will just lead to ruin in your lead generation campaign.



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