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What is Lead Generation?

By 12th September 2017Knowledge, knowledge bank

Referrals are the warmest of prospects, with the shortest, most cost-effective route to winning business.  Your aim as a business is to move your relationship with a cold target to this ‘referral’ status, to a position of recognition and trust – but how do you achieve that without an established relationship?

Lead generation is the introduction service of the business world.  It gives you a list of business prospects that know who you are, what you do and how you can benefit their business.  In turn, you can be confident that the people you are meeting represent a strong business opportunity for your company.

A carefully profiled approach ensures every contact you receive is classified as a suitable match for your business – which makes your sales pipeline much more cost-effective and shortens the overall process significantly.

There are real benefits in other areas too – especially within B2B marketing.  Lead generation can actively strengthen your telemarketing by cleansing your data, ensuring the contacts in your list are more closely profiled and resulting in the right message getting to the right person at the right time.

You can choose the method that’s perfect for your business – whether an introduction service, or right down to telemarketing appointment setting service for your team.  Lead generation avoids wasting your sales team’s time and effort on the wrong contacts, allowing them to get on with the real task of selling your business – to the right people.