Your Martin Worldwide business leads are the most targeted, up-to-date and accurate leads on the planet. However, your business leads are only as good as your business-to-business campaign. Have you set proper goals for your campaign and are those goals attainable and measurable? Remember that purchasing the best business leads are only half of the marketing story!
Before going after those businesses, make sure that you have adequately answered the following questions:
Objective
What percentage of new business are you looking to acquire to meet your revenue goals? Are your new business leads specific to your target market?
Determine how many qualified B2B business leads are needed to meet these revenue goals. What response rate is realistic?
How many sales are needed to meet your minimum objective?
Competitive Advantage
How is your sales pitch crafted to influence the key decision-maker of the business?
Are you prepared to answer the question ‘why do we need your product/service?’
How does your product or service beat the competition in terms of price, value, performance, and positive ROI for your customers?
Testing
Did you send a copy of your mail piece to yourself as a test-run? Would you open it? Would you be attracted to the offer?
Would you react positively to the sales pitch that your salespeople are using? Your business leads can’t sell your product for you… they can only get your foot in the door!
Analytics
What does the term “qualified business lead” mean to you? Do you have a system in place for qualifying and measuring the response rate of your campaign?
Your Martin Worldwide business leads are a valuable product. Are your salespeople accountable for their use and recycling of their business leads?
Are you running sales reports daily, weekly and monthly?
Are you flexible? Are you willing and ready to alter your pitch, packaging or do whatever it takes to make the sale?
