Someone may call us to tell us that they need to generate leads.
We, as consulting advisors, identify why you are not generating the leads you need:
It does not have a clear Value Proposition.
It has no lead traction channels.
You are not advertising to generate leads
You don't have a clear idea of who your ideal clients are
You don't have an Account Based Marketing strategy
Does not use social selling
Your salespeople don't search for existing contacts and wait for new leads to come to them.
The client, at best, only sees that he has no leads, but does not know why, much less what to do.
So, a salesperson's first job is to show customers and prospects the problems they face, especially those they don't yet see.
Because when your product solves a problem that the buyer hasn't seen yet, it's going to be very difficult to sell it.
In these cases, marketing and sales teams must work together to help customers or market niches see the problem, and to do so, it is essential to set a price: and we are not referring to the price of our product or solution, but to the cost to the company of not solving the problem.
Only when the customer sees and understands the problem will he be willing to listen to the solution.
Going back to our example, the client knows that they have a problem by not generating leads, but they probably don't yet know how much it is costing them not to solve it, that is, how much their company is losing by mobile phone saudi arabia mobile number directory not having a well-defined digital sales strategy at this time of pandemic and social distancing.
And if you don't understand it, if you don't quantify it, if you don't see it in numbers, it's hard for you to listen carefully to what we have to offer you.
Value Communication Framework
Let's imagine that we sell a solution for lead generation through Google Ads campaigns. It costs $30,000, but we know that it will generate $100,000 in revenue for the client.
We make an estimate and tell you that with that investment you will generate X leads. From your sales funnel, we know that you have an X% conversion rate, and that this will represent a turnover of $100,000.
So, the value that my service is generating for the client is $70,000. And this is what I must be very clear about when I contact my prospect to offer the solution to their problems!