LEAD GENERATIONLEAD GENERATIONEffective Lead Generation Programs:The ones that actually workFor most sales driven organizations a continuous supply of prospects is like blood flowing throughthe veins, so important it is for the sustainability of the business. Very few organizations commanda customer pull and more often than not it is the customer that is wooed and solicited. Withgrowth in competition and most product categories having easy replication or substitutes, to stayahead in the game you need to know whom to prospect. The process of identifying prospectsfrom the entire demography is termed as “Lead Generation” in marketing parlance.Leads are extremely essential for a robust sales performance, however it is easier said than doneand finding a continuous pipeline of high quality leads can be a challenge for even the mostskilled and talented sales and marketing teams.
At PSD Global, we believe:Lead Generation is an expert job and should be best managed by expertsThe Sales force or the internal marketing team of an organization often lackboth specialized skills as well as experienced telemarketers who areequipped with state-of-the-art technology and high quality lead generationmanagers. PSD global will guide you to those steps and help you inachieving the peak of success.Our Integrated Lead Generation Technique:The Right fit for any businessPSD Global provides its clients with customized solutions to match theirspecific investment & market entry challenges. We operate two businessunits and each of them provides their respective specialized businessconsulting. The first one deals with providing assistance to technology firmsto implement their global sales and business development efforts and thesecond business unit is devoted to building lead-generation programs forlocal and national trade promotion & investment attraction agencies.At PSD Global we have combined years of experience in successfullyservicing clients across industry segments and product categories andcreate a unique and fully integrated lead generation program that bringstogether all the online and offline methods of lead generation. It weavesthem into a seamless process ensuring that your target customer baseefficiently moves through the different stages of prospection right from theinitial contact till the sales closure will minimum spill.Components of PSD Global solution for an End to endLead Generation ProgramPSD Global provides Lead generation services for any type of product orservice. For achieving objectives of identifying prospects for an organizationPSD Global has provided a structured solution. Its components are:LEAD GENERATIONIntegrated Lead Generation ProcessFormulate StrategyMethod SelectionExecuting the StrategyIs StrategyWorkingLead Follow-up and ClosurePerformance Reporting and AnalysisTel : 1.703.981.2097 Fax : 1.320.451.6953PSD Global Inc. 1776 I Street, NW, 9th Floor, Washington DC 20006, USAEmail : [email protected] www.psdglobal.com
I.Formulation of Strategy and ScopeBefore we began work on developing any lead generation process, we at PSD Global spend time inunderstanding your business goals, current and longer terms objectives, and capital and resource constraints. Wehave consultants who analyze these factors and then create a detailed strategy along with a scope document thatcharts our path for maximizing your company's return on its investment.II.Method and Channel Selection for Lead GenerationOnce we have the business understanding and business objectives within our grasp, our team of experts will thenassist you in selection of the most effective methods for lead generation. Message selection and sequencing oflead generation technique to maximize your sales at the same time minimizing the costs is the businessphilosophy at PSD Global. There are various channels for generation of leads with all having some pros and cons.The most effective lead generation methods are listed belowSales Letters/Direct Mail: The most cost effective but their targeting has to be very precise always directedto the decision maker in the family/business else its conversion rates are quite lowTelemarketing: This method has a significant cost and time required along withmaking sure that we abide by the law and not call any prospect who opts for a“DNC” (Do not Call). This makes many businesses afraid of this approachhowever it remains an extremely effective method as the channel is live and theoffer can be customized as we talk to the customer.Email Campaigns: Similar to the Direct Mail and easier to manage as it is faster aswell as economical. However it needs to be in the form of highly targeted eyecatching emails else they risk the chance of being deleted without a read.Viral Marketing: This involves producing promotions videos and circulating themthrough various online viral marketing mediums. This often produces leads for yourbusinessLEAD GENERATIONOnline Web Events - Another innovative way to advertize your product and showcase their features with thetime and expense of having a traditional seminar.The Leads that are generated through the different methods undergo a rigorous process of qualification andonly those prospects which have a high probability of actual sales are passed on as “leads” to the Client.III.Executing the Lead generation ProcessAs PSD Global we believe in a structured execution and follow a 3-step approach: a) Building Customer ProfileIn this step, we would choose prospects among PSD Global’s clients, partners, industry affiliates and proprietarydatabase. We make your of the product understanding and our expertise in gauging which section of thedemography will be most suited for targeting.b) ScreeningIn the second stage, screening of these chosen prospects would be done. If the lead does not meet the criteria itwill be rejected. If the lead meets the required criteria then it will be selected. This stage also categorizes theleads into different lead generation channels.c) Corporate CallIn this last stage, if there is a negative outcome with a particular lead then the proposal would be rejected thereand while if there is a positive outcome with a specific lead then that will become the “qualified lead”.Tel : 1.703.981.2097 Fax : 1.320.451.6953PSD Global Inc. 1776 I Street, NW, 9th Floor, Washington DC 20006, USAEmail : [email protected] www.psdglobal.com
Lead Qualification ProcessBuild Target Market ProfileIdentify ProspectsScreen ProspectsLead does not meet criteriaReject ProspectLead Report (with Key contacts)Corporate CallNegative OutcomeReject LeadQualified LeadLEAD GENERATIONIV.Following Up the LeadsIf we just stop at the execution stage, then our clients will be missing out on a large number of salesopportunities. As PSD Global we believe that in most cases it is perseverance and sustained follow-ups, not theinitial positive response that closes a sales. Hence we have made follow ups an integrated part of our leadsmanagement program. The follow up methods are: Follow up calls Reminder or follow-up direct mailers Follow-on emailsV.Performance Reporting and Analysis (PRA)This is one key aspect which if missed makes itextremely difficult to assess the impact of the leadgeneration program. PSD global is committed toassist our clients to understand the effectiveness ofour programs and account for the marketing dollarspent. We specialize in recording and storing theresponses to all our leads and creating effectivereports which bring out the various metrics formeasuring program effectiveness. Metrics likecontact rate, response rate, conversion rate, numberof contacts required, time for sales closure, etc. arekey measure for ascertaining program effectiveness,and our detailed reports summarizes this informationfor our clients and makes it easier for them to makefuture marketing decisionsTel : 1.703.981.2097 Fax : 1.320.451.6953PSD Global Inc. 1776 I Street, NW, 9th Floor, Washington DC 20006, USAEmail : [email protected] www.psdglobal.com
Business Proposal of PSD GlobalWith the flexible fee structure the PSD Global’s deliverables are: Providing 24/7 staff time to PSD Global Generating leads basic leads and qualifying them at each stage Marketing plan to effectively target the prospect base. Continuous supply of high quality leads Promotion of our clients by organizing awareness & marketing events Verification, development and acquisition of list Various types of surveying activities Allowing access to PSD Global CRM solutionPSD Global Management Each Client will be managed by an experienced project Manager. He will be responsible for the deliverablesand personally ensure the prospects, leads and meetings with officials of the client organization. CRM support & database preparation will be provided by PSD Global headquarters To ensure the smooth functioning of this project, we have a main team in USA and market research support inIndia, with senior associates in several other international locationsLEAD GENERATIONThis PSD Global team is led by its CEO Patrick Dine who has an experience of over 30 years in businessdevelopment in ICT companies & telecommunications, managing the international trade and investment andmarketing assistance for non US ICT cos. in USA. Also there is a team of research assistants to help in this project.Jim Queens is the senior advisor and will also be heading both US and Indian research associate teams.Why PSD Global is the best choice?We believe in delivering the best and due to thisour experience is impeccable. We have a mostexperienced and efficient team who delivers thebest output. This is the reason that our services areof best quality. As our team is unparalleled both inexperience and technical knowledge, so PSDGlobal is the best candidate for generating leadsacross product categories. We firmly believe thatPSD global is the best choice for your business forall lead generation programs. We also believe thatour services will definitely exceed yourexpectations. We have a well-defined structuredapproach to achieve our objectives. This makes ourservices most efficient within the allotted the timeframe. Our team not only carries vast experienceand guidance but they also know the importanceof delivering on time. We have relationships withvarious companies. We are members of variousnational &international trade associations that wehave a formidable experience in generating leadsand delivering a successful lead generationprogram. As our whole process is tried and testedin various situations that we guarantee the successof lead generation program to our Clients.Tel : 1.703.981.2097 Fax : 1.320.451.6953PSD Global Inc. 1776 I Street, NW, 9th Floor, Washington DC 20006, USAEmail : [email protected] www.psdglobal.com
LEAD GENERATION Lead Generation is an expert job and should be best managed by experts At PSD Global, we believe: The Sales force or the internal marketing team of an organization often lack both specialized skills as well as experienced telemarketers who are equipped with state-of-the-art technology and high quality lead generation managers.