That’s just five.
After many years of lead generation practice, for ourselves and our customers, in hundreds of products, services and industries, we have come to this synthesis.
It’s the perfect lead generation checklist.
So here are the 5 factors that really make the difference when you have to make lead generation to acquire customers:
- Addressing the right target group
- Addressing the right target group
- Addressing the right target group
- Addressing the right target group
- Addressing the right target group
It’s not a clumsy copy-and-paste.
Let’s see them one by one:
- Target the right target group.
By the right target I mean first of all: the right product sector.
If you have a product for the automotive industry, sell it in the automotive industry. If you suddenly try to sell it in the pharmaceutical industry, either you have a brilliant intuition, or your sales will be a flop.
- Address the right target group.
By the right target I also mean: companies that are in the right areas.
If you are from Lodi, and your assistance comes up to 20 km away from your office, it is useless that you try to sell to customers in Rome.
- Address the right target.
By the right target we mean: companies of the right size.
If you have a product that is good for companies with more than 100 employees, and you turn to companies with 20 employees, you only waste time (and make them waste time).
- Target the right people.
By the right target we also mean: the right interlocutors.
If you have a product that serves Production Managers, and you turn to the Administration Managers, they won’t even understand what you’re talking about, on the contrary they’ll be annoyed.
- Address the right target group.
By the right target we mean finally: companies that have the right application/functional requirements.
If, for example, you sell management software that runs only on Macs, it’s useless for you to talk to companies that use only PCs with Windows. Your software is definitely well made, but it’s not for them.
Did I manage to convey the importance of the “right target”?… 😉
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