08/14/2019
Coffee Break Conversations
Talking with my friend (who is a business owner) a few days ago, the question came up (as it often does!) “How many companies are you providing leads to?” Not understanding the gist of the question, I replied, “Our goal is to have X number of clients that we are actively providing leads for on a consistent basis.” “To” and “For”: two words with multiple meanings depending upon the context of the conversation…….
My friend’s eyebrows shot up & he became quite alarmed that we were wanting to share our leads to 5, 6, 10(!!!) clients!!!! I had that Ah-HA moment as I realized he was doing the math on how many businesses he’d need to compete against for the same lead. Talk about a potential conversation killer….that one could have done it if we hadn’t been commited to understanding each other & continue the conversation!!
“To”: This is one of the industry trends we see when it comes to lead generation services. Many companies provide leads, but those leads are potentially shared with 3-4 other contractors, vendors, or suppliers. Each of these pay a fee per lead, never knowing if their bid will be accepted by the lead, or if the lead will in fact use them for the service requested. I don’t know about you, but I like to get as much bang for the buck as I possibly can. So, how do we do that? I’m so glad you asked!!
“For”: First of all, Prospectorate Lead Generation Specialist works for YOU. YOU (your business) are our client & when we provide local leads for your company, they are prequalified & highly interested in the services YOU are offering.
In addition, we work with One business in Your area, providing YOUR services….. We DO NOT provide leads for other companies in the area. YOU work with us, all those leads are YOURS. BIG DIFFERENCE, right?!!
Secondly, Prospectorate Lead Generation Specialists PARTNERS with YOU to help you convert the lead into a client within your practice. We can’t schedule the appointments for you, but we can provide support to help train your existing staff to manage the leads as efficiently as possible, to increase the probability of a sale, and to convert a lead into a client in your practice.
Only YOU as the business owner know the value of a client within your area of expertise. What is the value of a client who uses your services one time, several times, or becomes a loyal client on a long-term basis? Referring their friends, family, clients, etc to your business becomes a Win-Win, right?
As one more thought to consider, my friend made this statement to me “I’d rather pay $X00’s per actual lead that buys my services, than pay $X0.00 for several leads who go to 3-4 competitors.” We think that’s just smart……!!!
