FREQUENTLY ASKED QUESTIONS

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I’M HESITANT TO ENGAGE AN OUTSOURCE PROVIDER

We have a track record of delivering results and confidence in our abilities to add value to any business. We can give you tips and tricks and show you ways to increase your lead flow, reduce your cost per lead and overall cost per new client acquisition. 


Some clients use us to conduct a review of their content, how they’re pitching their business, then run with our recommendations internally before outsourcing larger scale campaign activities. Sometimes a fresh set of eyes is all it takes to reignite the spark within your internal lead generation team. Taking the time to speak with us can help ease your reservations and clarify your requirements, plus, it will most likely give you a fresh point of view on how you're doing things currently.

WE ALREADY HAVE AN IN-HOUSE TEAM

Most of our client have an inside sales team that we support. The extra support can be the difference to falling short of yearly sales targets and exceeding them. 


In our experience we generally find there are two types of internal teams, those where sales staff do their own lead generation and those that are not converting enough. The issue with the first one is understanding the real costs associated with recruitment costs, salaries, superannuation, bonuses, sick leave, management, operating overheads and high turnover. We find that its more cost effective to outsource or run a hybrid model, plus, we find that those clients may have a good sales team, but they pay their sales staff to close deals, not spend time trying to generate leads. General feedback from our clients is that we can deliver qualified leads more cost effective and efficient directly into their outlook calendars.


As for internal teams who are not converting high enough and are behind on sales targets and new client acquisition targets for the year; we can support them by writing new sales pitch content which will help them convert. By using our services, we compliment your internal teams and the cost per lead we generate is usually lower than what’s being achieved internally.

WE HAVE TOO MANY LEADS

You need to explore the time, quality and costs associated with those leads. Are you spending time working a high volume of leads with only a 5% to 15% close rate or working less but better qualified leads with a 20% to 40% close rate. You also need to look at the cost per lead you’re paying, and the cost associated with trying to close them.  We can advise on ways to deliver better quality leads at a lower cost; a conversation always worth having. But we all know there is no such thing as too many leads and there is always a solution for closing more of them. 

WE DON’T HAVE BUDGET

We have a budget for everybody. We have lead generation activities starting from a few thousand dollars and sales content and pitch creation for only a couple of thousand. How good is that!

DO YOU GUARANTEE RESULTS

We guarantee the strategy, target market, process and content for the pilot campaign which will be mutually agreed upon as being right for the campaign. 


A pilot campaign is conducted to establish market reaction to your brand, identify exact conversation rates and cost per lead as this can vary depending on your product, service and market demand. Once we establish this, ongoing KPIs can be mutually agreed upon.


It’s very rare one of our campaigns ever falls outside the average campaigns stats we mention in our proposals, so you always know and can calculate your lowest lead volume and highest lead volume likely to be achieved from each activity, this way you know what you’re going to get percentage wise simply based on our results across hundreds of campaigns. 


What we all need to keep in mind is this, regardless if you go direct to Google, LinkedIn, Facebook or the world’s largest digital marketing agency, you don’t get exact guarantees. You don’t get guarantees with Pay Per Click advertising, or when you run Google AdWords or SEO because it’s impossible to know how many inbound leads will be generated or the quality. No one can tell you the exact number of leads you will receive, but from our experience of running hundreds of campaigns, we know the stats and conversions you will likely see based on past campaigns, it’s the only thing anyone can really guarantee when it comes to investing in digital activities. 


As for the quality of digital inbound leads, they will always be varied, some will be people wanting more information, some will be marketing qualified and some will be sales ready. All we can guarantee is to get the right messages, out to the right decision maker titles and influencers, within the right target industries.


That said, we are willing to put some skin in the game and set mutually agreed KPI targets with additional work conducted at our costs if certain KPIs fall short. 

MY STAFF CAN’T CLOSE THE LEADS THEY GET NOW!

One of the ways we resolve that issue is by taking your existing sales content and give it an overhaul, then work with your team to pitch better. 

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WHAT ADVANTAGES CAN I GAIN BY OUTSOURCING

You may be able to save all or some of the following: 

  • Recruitment costs, salaries, management and training costs, superannuation, bonuses, vacation pay, sick pay, operating overheads and high turnover. 
  • Increased efficiencies in the lead generation process, and your sales staff focus on sales meetings rather than prospecting – saving time, money and improving efficiencies in the sales process.
  • You can reduce your headcount of poorly performing sales and marketing staff, use some of that headcount budget and give it to us to funnel leads to your sales staff that can actually close – you save money and your sales go up. 
  • Activity generated will reduce your cost per sale, and your revenue goes up.

WHAT ARE YOUR CONSULTING RATES

It depends on the complexity of your requirements and the volume of services that you sign up for, rates can vary $80 - $140 per hour.  Initial 1 hours consult is $100ph. Campaign rates are lower.

DO YOU HAVE EXPERIENCE DRIVING ATTENDANCE TO EVENTS

Yes, we manage invitation design through to confirming attendees.  Our proven model based on personalised contact methods ensures your target market will attend your event. 

WHY WOULD I WORK WITH LEAD GENERATION CONSULTANCY

We have delivered many successful campaigns and wrote content for some of the world’s largest brand names and many small companies starting out. The best advice we can give you, work with people you like, life is hard enough as it is. Call us, lets have a chat, then we can make a call from there.  

We have a unique way of approaching your target market - we then speak with executives, pitch your business, qualifying in or out prospects and booking appointments for your sales team.  From 100 companies touched we speak with an average 40% to 60% decision makers and generate 15% – 35% positive outcome from decision makers spoken to (across most campaigns), well above industry standard.

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TELL ME MORE ABOUT GOOGLE ADWORDS

  • We will conduct an analysis of your competitors, then work with you to come up with the best strategy and keywords to target.
  • We will constantly monitor search traffic to increase conversions on the landing pages we build 
  • With Pay per click (PPC) advertising on Google, you only pay when someone clicks on your ad and every single aspect of your marketing campaign is measurable, right down to the number of clicks, number of impressions, click through rate (CTR), number of conversions, conversion rate, cost per click (CPC), meaning it’s very easy to measure your return on investment (ROI)

WHAT WILL AN SEO AUDIT ENTAIL

Your website is a business development tool, so an SEO audit is focused on assessing how well your site is performing currently. We will assess your website in several areas to understand any problems impacting site performance and identify any potential optimization opportunities to make it more search engine-friendly, and to align it to business objectives both from a technical and content perspective.  Think of it as us walking into your office with a picture of what your website looks like now, a shot of the front-page code and the same for your top five competitors and circled in red are all the weak spots.

WHAT WOULD YOU RECOMMEND FOR MY BUSINESS

Until we speak with you and get a better understanding of your business (product, target market, existing internal techniques, KPIs etc.), we would refrain from presenting appropriate recommendations.  It may be better not to rely on using a high volume of only one form of lead generation to feed your sales pipeline but using smaller outputs of several lead generation techniques may generate and drive a larger volume of marketing qualified leads into the top end of your sales funnel for a lower lead cost. Or you may have a good team and all they need is some guidance, some better content and some training to pitch better and become great. 

DO YOU DO DIRECT MAIL (DM) AND EMAIL SERVICES (EDM)

We don’t send out generic emails, we focus on delivering personalised emails with relevant content that will engage with your audience and our direct mail strategies are unique, no one in the market is doing what we do. Call us today for a better tomorrow.