Appointment Setting

B2B Lead Generation: 90% ROI from email and telemarketing combo to house list

Strategy: Shifting gears to focus campaigns only on prospects who had prior contact with the company.

Reverse engineer the lead generation process by contacting former customers/prospects that know you and show how your product or service is consistent with what your client already wants, believes and values.

During my more than twenty years of lead generation and list brokering experience my strategy is based on optimizing the big opportunity.  Prospects who had previous contact with the company had much higher conversion rates than those who had no prior contact.

Calling folks that we think may be a good target for us and having no previous contact
with them is just absolutely not going to generate better results than if we’ve had some level of contact.

A lead generation strategy that combined email marketing follow-up/direct mail and telephone marketing, could increase ROI by focusing the campaigns on this group of known contacts/prospect or past customers.

What do you want to accomplish?

Your objective is to get people who are likely buyers of your products and services to “raise their hands.” This means that one way or another they step outside the crowd and you can move them to where they come to trust you.

The goal of your lead generation strategy is to lead your prospect to see that buying your product or service is the path of least resistance. Meaning, buying will actually be better, faster, cheaper, more pleasant, satisfying, rewarding, etc. than not buying.

Researching client problems:
“Where are you going?” show how your product or service is consistent with what your client already wants, believes and values.

What’s your objective?

Lead your prospect to see that buying your product or service is the path of least resistance. Meaning, buying will actually be better, faster, cheaper, more pleasant, satisfying, rewarding, etc. than not buying.

My lead generation strategy combines emails follow-ups and 4 phone calls, and encourages prospects to schedule a meeting with a salesperson.

Segment within the audience

Even within this group, prospects had a variety of needs and interests. For example, some were interested in specific products, such as alert-based solutions.

Target and tailor each campaign to different segments of the group.

The first outbound message of each campaign was an email/direct mail postcard. Rather than pushing for a direct response, its goal was to prime prospects for later follow-up calls.

After realizing they had much higher conversion rates, focus on prospects who had:
• Connected with your company in the past (such as by filling out a form to download a whitepaper)

• A phone number listed in company’s database (providing a phone number is optional on the site’s online forms)

Everything you’re going to be doing for first step must be to achieve this one goal:
Qualified clients take some kind of action which shows that they are a likely buyer. Call or write me for a free analysis marketing plan at: Tim Little Directly

Unlike traditional telemarketing companies, we I charge by the call. I base my pricing by the number of companies you hire us to contact per month. We know that you can’t always find the decision maker and speak with them all in one call – it can take several calls. And we do this for less than you can hire a part time inside sales person.

My lead generation strategy combines emails follow-ups and 4 phone calls, and encourages prospects to schedule a meeting with a salesperson. The team planned to focus its strategy on the new group in a series of campaigns.

• Determining the decision maker for your product or service
• Attempting to speak with decision maker to determine interest and need
• Contacting our client if the decision maker has an immediate need
• If I can’t speak to decision maker, leave a detailed and relevant voicemail
• Emailing client’s response material to decision maker as requested
• Providing Excel report to client explaining actions to be taken
• Sending the response packages if our client chooses that option
• Following up on response packages if our client is unable

Allow me to help you implement your next strategic marketing plan focused on your niche. I will make the most of what you already have by analyzing your biggest strengths and exploiting your competition.

Timothy Little 

Tim Little
1 (888) 889-0552