The importance of obtaining Leads and their consistent follow-up
Posted 08/27/2020 in Leads by Revrok Process Register

The importance of obtaining leads and consistent follow up.

The importance of obtaining leads and consistent follow up.

The importance of obtaining Leads and their consistent follow-up
One of the biggest keys to a successful business is the generation of new sales leads. A lead is a person or company that has shown some interest in the services or products that your company provides. It can also be a company or person who fits a target group for what you are providing. Without leads, a sales team cannot be successful. Therefore, generating good leads is just as important as refining your pitch or closing well.

Generating the Right Leads: “How do I generate the right leads?”
In the past, leads were developed by meeting people, cold calling, and purchasing lists. And as any seasoned salesperson knows, pure cold calling is a costly affair. It is possible to generate leads through cold calling and networking, but this process is very time, cost-intensive, and only very local. And it shouldn't be the only lead generation source.

Today, we have many lead generation options. In the last 10-15 years, advances in technology have made it extremely easy to target and acquire ideal leads, but on a global scale and 24/7.

The ProcessEquipment.Directory Leads System with close to 100.000 process equipment related listed companies and over  190.000 backlinks, plus another 150.000 offline process industry listed companies of suppliers, services providers, and buyers, all from one industry offers a unique free service to obtain leads and other business inquiries. Leads generated by the ProcessEquipment.Directory Leads System are quality leads sourced from one particular industry in which ProcessEquipment.Directory has been specializing for more than 30 years.

From your free account you can manage the leads, inquiries that you receive, and decide which are important for you, and which not. Important is that your company profile contains the right information so that leads match you perfectly.

Follow-up, Follow-up, Follow-up; the only way to getting orders

One of the first departments I concentrated on turning a company in distress around was the sales department. All other operational factors that caused the company to be in distress are secondary. Sales and marketing are the first disciplines one should look at to pull the company out of its recession. Once sales and marketing are in existence, other company disciplines, operational factors such as costs, etc. can follow. Successful sales and marketing usually provide successful companies. The most essential factor for a company to expand or survive is sales orders. Leads you obtain through this website give you the opportunity to obtain orders and are therefore extremely valuable. The leads are an extra tool for your sales staff to get orders. And only consistent, dedicated, follow up will get you the order in the end. The initial follow up of the lead should be immediately after you have received and accepted the lead that has been offered to you. The best way to contact the lead is by phone or email. Try to establish the true degree and value of the lead/inquiry when you contact the prospect. Even if the lead appears to be about general information about your company, make sure you mail literature of your company, products or services, and follow up again 2 weeks later after mailing to the potential customer. Requests for documentation about your business can also end in orders for you. If the lead concerns an immediate product/service price inquiry follow up 2-3 days after you made the quotation by phone and hear what the situation is regarding your proposal. If necessary you can perhaps, ahead of the competition, adjust your quotation, technically, commercially. One of the most decisive factors in technical product sales is to convince the client of your product's or service's technical superiority. List technical or other advantages of your product/service always in your quotation and point out to the customer how much money he can save in his industrial application (energy, for instance) or the lifetime of the product if he buys your product. Price then becomes secondary. Follow-up every other 2 weeks by phone, email, or by a direct visit until you have obtained the order or know that you lost it and why you lost the order. Completing the follow-up procedure until the end either in the form of a won or lost order learns you about your position in the marketplace, technically, commercially. When you do not follow-up consistently you will never learn about your market position, you will do a lot of (quotation) work, receive fewer orders, and with time fewer inquiries because buyers develop the idea that your products are not technically superior or that you are always too expensive.


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