Lead generation is a multi-faceted solution, utilised by many businesses. It can be used for market research, customer communications and, for customer acquisition in particular. It offers a higher chance of conversion through its personal, warmer, approach as opposed to cold prospecting. However, the type of lead generation used can vary depending on your objectives, budget and strategy.
Intermedia Global provide a suite of B2B lead generation solutions that are already delivering great results for many of our worldwide clients. Utilising our UK based, multilingual, call centre, we conduct a range of bespoke B2B services. Our Lead generation solutions extend beyond just the call centre campaigns that are solely focused on customer acquisition. You can discover new contacts within an organisation, to boost your chances of conversion. Customer retention programs, such as follow-ups or lapsed client activation, can help you nurture those new or existing customers and increase the depth of the relationship. Finally, delegate acquisition can generate additional interest in any events you may have organised, attracting the appropriate audiences.
Find out more about each program here:
- Contact Discovery
- Customer Acquisition & Lead generation
- Appointment Setting
- Customer Retention & Win Back Programs
- Delegate Acquisition
Valuable time and resources are wasted when you are marketing to the wrong audience. This is a common problem which we help many of our clients overcome with our specialist B2B list provision. For instance, does this person have the purchasing power? Are they the decision maker? If not, who are the people we do need to talk to? Whereby B2B list provision is targeted on role, industry and other factors, some clients want to add another level to their list building with pre-qualified contacts.
Working with either existing customer data or utilising a third-party database of target accounts (supplied by us or elsewhere) we can research and identify key decision-making contacts within those organisations. Our highly skilled call centre team are trained to navigate gate keepers and retrieve the best permission-based information possible.
The intelligence gained enables your business to build highly targeted marketing databases and specifically tailored strategies, that will provide greater return on investment results than cold, non-qualified prospecting. The contacts retrieved through this service are bespoke and relevant to your requirements, rather than utilising contacts that are available from ‘off the shelf databases’.
Customer Acquisition & Lead Generation
Customer acquisition is a challenging but essential process for all businesses. Without new customers your business stagnates and market share is eroded.
It’s also a common business principle is that it costs much more to gain a new customer than to keep and grow an existing one. So now you are faced with a problem of cost effectively gaining new customers, without wasting valuable resources.
We can positively assist in the process of your customer acquisition, by generating warm leads and delivering them directly to you. These leads are already interested in what you have to offer, thus increasing the conversion rate. We filter out all unqualified leads and leave you with only people you can sell to.
We endeavour to meet your needs and fulfil your exact requirements. Working closely with you, our team tailor the program to suit your budget and time scales. To do this, we offer a ‘tiered’ lead generation program, from entry level contact data verification to supplying you with fully qualified leads. All of which are targeted to suit your sales and marketing objectives.
Lead generation is split into 4 tiers. The lowest being simple contact identification, the highest being appointment setting.
Appointment setting offers the greatest return on investment. Our highly trained multilingual call centre agents strive to create new business opportunities for you; acting as an extension of your sales team. With a determined target audience specified, we can provide a database of the most appropriate industries and/or companies ensuring we reach the correct decision makers to which promote your services. We gain measurable results with agreed call to actions.
- Tier 1 – Appointment Setting – Face to face or consultation call based on confirmed interest.
- Tier 2 – BANT Qualified – Confirmed interest in your product/service and likely in the market to buy. (Budget, Authority, Need & Timeframe)
- Tier 3 – Information Requests – Qualified as interested in receive information about your products/services
- Tier 4 – Contact Discovery – Identifying appropriate decisions makers in an organisation.
Customer Retention & Win-back Programmes
As vital as customer acquisition is, it’s important not to neglect any customer retention programs you have. Businesses suffer when they focus all of their efforts on customer acquisition instead of a balance of the two.
The customer retention programs provided are designed to keep existing customers informed and satisfied. Engaging with them, keeping them up-to-date on any news/offers from your business, ensuring you’re at the forefront of their mind when it comes to making another purchase.
Additionally, any of those customers who may not have purchased again, we offer win-back programs. These are aimed at regaining those all-important lapsed customers, the ones that got away.
While doing this, we make sure you have the correct and most up-to-date information available. This is vital when marketing to your most potentially profitable group of customers. If, for whatever reason, your data has aged and decayed (perhaps the contacts you had at that organisation have moved on) we update it with the latest and most relevant contacts.
Organising networking and conference events is a complex task, however filling those events with the right audiences is vital.
The people you fill your event with are essential to building any business network. Whether they are exhibitors, sponsors, visitors, speakers, press, they all create a business network to tap into. That is why it is so important to attract the right mix of companies and delegates to your events.
Intermedia Global offer a delegate acquisition program that specifically targets your desired industries and specific companies. From major International trade shows, product launches and specific vertical market sector events, we will tailor the service to meet your deadlines and budget and always deliver optimum results.