Some Lead Generation Questions to Ask Yourself

by Tom "Bald Dog" Varjan

Here is a checklist of questions you can ask yourself to determine if you have the best chance of being successful with your lead generation:

Can you respond to requests immediately?

• Do you have specific response packages to send out to specific enquiries?
• To what extent do you have this process automated?

Can you capture the information of requiring prospects in your a database for your ongoing qualification process?

• Do you have a database set up and ready to go to collect prospects' information?
• Do you have necessary people power to get the information into your database?
• Do you have it automated?

Do you have a system to "qualify" your sales leads before your people invest their personal time and effort in following up with them?

• Do you know a specific set of information you require before channelling leads to sales staff?
• Do you ask the same questions consistently?
• Do you have automated processes in place to contact and qualify your leads?

Do you have a process in place for distributing qualified leads to sales contacts as they are identified?

• How promptly can you get your leads into your salespeople's hands?
• How easy is it for your salespeople to use those leads?
• Can they receive their leads over the Internet?
• Does the lead generation and lead conversion processes seamlessly blend into your existing contact management or email systems?

Do you have an automated "stay-in-touch" system in operation to incubate leads that are not yet ready to buy?

• Do you have a system in place to stay in touch with prospects who haven't purchased yet?
• Do you have specific message sequences depending on what prospects have responded to?
• Do you contact prospects regularly or haphazardly?
• Do you craft your messages to help you to further identify what they are looking for, what they need, so you can better define when they are ready for sales?

Do you have an automated system to measure, quantify and track the effectiveness of your various sales-lead generation, cultivation and sales follow-up programs?

• Can you determine how much it costs you to generate a lead and how much it costs to make a sale?
• Do you know which of your lead programs technique gives you the best return on investment?
• Can you clearly prove that your lead generation processes are cost-effective?

And the mother of all questions:

• Do you keep testing your approaches for better results?

Now find out why so many companies outsource their business development.

And remember! Don't sell harder. Market smarter. Both you, your employees, your clients and prospects will find it more enjoyable, profitable and attractive.

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