As most business managers and owners know lead generation is a critical component to a company’s marketing and sales activities. Producing qualified leads can be time consuming and frustrating especially if you do not have the time or resources to dedicate to it on a regular basis. Keeping your pipeline full with qualified leads and turning those leads into new clients and revenue is of the utmost importance to a company’s growth and survival.

ECA has performed lead generation programs and followed up on leads generated from a variety of different client marketing programs across many industries. These programs have helped our clients increase overall new sales and clients, in addition to helping them increase renewal rates and decrease churn.

Below are examples of the sources ECA has developed leads from for our clients.

• Regional or national trade shows and conferences where our clients were exhibitors and gathered attendee contact information.
• Respondents to our clients’ direct mail programs.
• Respondents to our clients’ email programs.
• Individuals that downloaded a white paper, pdf, or video from our clients’ website or completed a web form.
• Existing client customers that were selected based on certain pre-qualification criteria. This can be dictated by previous product purchases or previous expressed interest or conversations.
• Client sponsored webinars for their products or services where all participants are contacted after the conclusion of the webinar.
• Client supplied databases of small-to-large sized companies for the purpose of gathering more information about the prospect in order to provide leads to their inside or field representatives.
• Inbound calls from various media campaigns that require agents to gather information in order to pre-qualify a prospect.

Regardless of the original lead source there are specific steps that ECA takes to insure each lead program achieves maximum profitability. Each program has five core components.

• Database- A targeted list of end users within specific verticals that will be called by ECA Agents.
• Script- A prepared presentation used to share information, collect data, and record prospect feedback.
• Data Gathering- The actual call to a prospect in which a series of qualifying questions are asked and a confirmation of all contact data takes place.
• Post Call- An email follow up that details and confirms an appointment date, request for information, webinar, or sales call.
• Reports- Daily lead reports that show the details of each call and contact in addition to a call progress report detailing program statistics

Each lead generation program has a series of qualifiers unique to each company and industry but there are four uniform ones that are required.

• We are speaking to the end user and purchaser of the product or service being offered.
• The prospect has a near-term and specific need for the product or service.
• The prospect has an approved budget to purchase the product or service.
• They want to be contacted by our client in order to have a more in depth conversation and receive additional information.

We welcome the opportunity to discuss with you how ECA may assist your company with similar programs and comparable results. If you need any additional information, or if you have any questions, please feel free to contact us at 866-342-5322 or fill out a Development Questionnaire.