Question

Topic: Strategy

Lead Generation

Posted by Anonymous on 3/1/2004 at 6:07 AM ET 75 Points
I own a start up software services company based in India looking to cater to the needs of the international market. The biggest challenge before me right from the begnining is to generate leads/identify the prospects and close them as clients in the international market. Can anyone let me know the lead generation process or point out to any source from where I can collect the info on the same.

Thanks,
Shiva.
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RESPONSES

  • Posted by ReadCopy on 3/1/2004 at 6:12 AM Accepted
    If you are that stuck about lead generation for your business, I would seriously consider appointing a telemarketing agency to do the business for you, they will find the prospects, make the cold calls, generate interest in your business and get appointments made.

    You have probably the best telemarketing companies in the world in india, use them.

    https://www.callcentersindia.com/call_center_india.php?id=9

  • Posted by ReadCopy on 3/1/2004 at 6:17 AM Member
    btw, the basic process is:

    Prospecting - search for and qualify prospects (without contacting them)

    Preapproach - gather infoormation about the prospects (where are they, who are they, why would they be interested in your business etc) and decide how to formally approach them

    Approach - gain their attention, stimulate interest (email, dm, cold call etc) and make them want a presentation.

    Presentation - begin to turn your prospects into customers by creating a desire for your business/products

    Close - Obtain purchae commitment

    Follow-Up - Ensure that they are satisfied with your products.

    As for Lead Generation metrics, use CAPS:

    How many of the following did you do:

    Communiations (how many prospects did you talk to)
    Appointments (how many appointments did you generate)
    Presentation (how many successful presentations did you make)
    Sales (how many sales did you make)

    Good Luck
  • Posted by ReadCopy on 3/1/2004 at 6:18 AM Member
    https://www.marketingprofs.com/ea/qst_question.asp?qstID=436
  • Posted by ReadCopy on 3/1/2004 at 6:51 AM Member
    Shiva, you could (and should) go back to the agencies and ask for a proposal where you only pay them on performance, if they get you a great lead that you manage to sell from they make money, its the est way of working with them to ensure that you get the very best out of the agency.
  • Posted by Blaine Wilkerson on 3/1/2004 at 8:14 AM Accepted
    Here is a cool article about focus. I think it will help you clarify each segment so you can go on from there.

    https://www.marketingprofs.com/2/fischler1.asp

    Obviously, as others have mentioned, lead generation should come from the targets of each segment. I'm curious...how did you segment the market and what categories do you use to identify each segment?
  • Posted by Blaine Wilkerson on 3/1/2004 at 8:16 AM Member
    Here is a cool article about focus. I think it will help you clarify each segment so you can go on from there.

    https://www.marketingprofs.com/2/fischler1.asp

    Obviously, as others have mentioned, lead generation should come from the targets of each segment. I'm curious...how did you segment the market and what categories do you use to identify each segment?
  • Posted on 3/2/2004 at 10:33 AM Accepted
    I spent some time working for a startup software company with little money to spend on marketing. First off, make sure you do your homework on the market. Our product ended up being a "nice to have" and not a "must have." Do the upfront work to identify the prospects who must have your product. Then you must generate interest and buzz about your product. Do anything you can to get the first several clients on board so that you have documented case studies of others using your product. We tried a variety of methods, but the most cost efficient for us ended up being when we drafted a white paper as an offer which talked about a business pain the software solved. It generated responses. We also made sure everyone from the CEO on down was willing to pick up the phone and call prospects. The key is in getting the first several clients. Offer trial periods to get them using the product. It is good for troubleshooting and also gives you advocates to use as client references for future phone calls.

    Once you start generating some revenue, then you can develop a webinar or briefing around a conference to hopefully attract attendees.

  • Posted on 3/26/2008 at 3:04 AM Member
    Travel products and services in US

    Hi,
    We can promote your travel products and services through our 500-seater call center very effectively on mutually beneficial terms, interested, contact aws@kcsbpo.com .

    Nancy
    Biz partner.
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