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Lead Optimization & Development The responses from your direct mail, email or other direct response campaign are just the tip of the iceberg when it comes to potential sales. Through lead optimization, Beasley Direct can fill the pipeline with many more qualified leads. These consist of prospects who a) did not respond in the first place, or b) responded but need additional "touches" before they graduate from warm to hot. Our first step is the construction of a reverse sales funnel which defines the final quantity of leads required by the sales force, then backs up through multiple outbound calls, email, direct mail, events, paid search and other efforts and finally to the number of inbound initial inquiries (responses to your first contact) that will be required. The good news: because optimization dramatically increases the value of each inquiry to your bottom line, the number of initial leads — and thus your costs — can be significantly reduced. Once we've agreed on objectives with our client, we can deliver a Go-To-Market Plan that summarizes recommendations in spreadsheet form and can be implemented either by the client directly, or (typically) in association with Beasley Direct. Lead Nurturing Emails We use on-demand email tools to keep in touch with prospects through highly granular communications that are also easy to manage. Prospects, as well as customers, receive messages that are relevant to their interests, on a schedule you set. Example: the attendee at a webinar might receive a follow-up offer of a white paper, then a survey or personal inquiry from a sales rep As a bonus, our email tool keeps you in compliance with anti-spam laws and email best practices by sending only permission-based email, and only to people who want to receive it. TeleMarketing at a Higher Level If you work with Beasley Direct for your telephone lead nurturing and other telesales efforts, your clients will never receive calls from inarticulate telemarketers who have nothing of interest to say to them. It just doesn't make business sense! Why alienate prospects when you can be nurturing them, with contacts that appeal to their specific needs and are presented respectfully? There's no substitute for the immediate, one-on-one personal contact of a phone call... even in the era of the Internet. We partner with premier telemarketing companies who offer experienced telephone reps, proven scripts and meticulous attention to the prospect database — in order to hand deliver to your sales organization exactly the quantity and type of leads they're looking for while accelerating the sales process to close more leads. Additionally, you may have a need to find decision makers in organizations where no public list is available to help identify contacts. In this case, telemarketing is the only feasible way to build proprietary lists of pre-qualified contacts for sales to pursue. Contact us for more information about lead nurturing at Beasley Direct... including one example in which a combination of initial email with telesales and email follow-up produced a 600% ROI! |
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