If you’re looking for a lead generation platform to help boost your opportunities to make sales, then there are a few key factors to bear in mind. In this article we’ll go into what you need to consider, and how you should judge the right lead generation platform for you.
Quality vs. Quantity
One of the key differences between lead generation platforms is around whether they focus on quality or quantity. There are plenty of lead generation platforms out there that will give you hundreds of leads a month, however they’re often at a low quality level. For instance, the contact details may be wrong, the prospect may not really be looking for any services, or the lead may be second hand, old, or being farmed out to hundreds of potential service providers.
The most important thing is to find a lead generation platform that delivers quantity and quality. At Meet Hugo we aim to deliver 5-15 pieces of sales insight to you each week where possible, with each piece of information being first hand, relevant, and tailored to what you offer your prospective clients.
As mentioned above, one of the biggest factors that causes people to fail with lead generation platforms is a lack of exclusivity. A lead that gets sent to 500 companies to battle over, can barely be considered a lead.
The prospect will get back to back calls from numerous companies who only tenuously fit with what they may need. Naturally, this doesn’t work for either side.
We try to keep each opportunity we generate as exclusive as possible, and have a dedicated research team that match each lead we have to the right companies based on the brief they provide us to give them the best chance of winning the work – and stopping the prospective client from getting frustrated.
How the leads get delivered to you in each system is important too. In the financial services industry it’s common place for leads to be put through on the phone there and then with just a call whisper explaining where it’s from before hand. The issue with delivery like this is that it gives you no time to prepare for the prospective customer.
With Meet Hugo, we place all of the information you need into your Meet Hugo account – complete with what the need is, info on the company, their situation, and the contact details of the key decision maker. This gives you the time to do your homework, reach out at the optimum time, and build a relationship to make that sale.