The Five Steps to Building a Lead Generation System

March 18, 2013

On Thursday, February 28, DVIRC hosted a free breakfast seminar titled “5 Steps to Building a Lead Generation System.”  The event drew a crowd of business owners and executives interested in learning how they could apply DVIRC’s process-driven sales and marketing approach to their organizations’ own growth efforts.

“We had a great turnout,” said Chris Scafario, DVIRC’s Director of Marketing Services and the event presenter. “Several attendees admitted they have tried for years to get organized and grow beyond word of mouth, while others said they wanted to see what else they could do to outpace their competition.”

“Regardless of where they are in in their growth cycle,” Scafario continued, “I think most welcomed the inside look at how we can deliver a steady stream of 8 to 10 qualified leads each month.”

The presentation outlined DVIRC’s five-step process for creating a reliable flow of incoming leads.

Step One, a how-to guide for Building a Marketing Campaign, took a critical look at the often- forgotten aspects of planning, including questions like:

  • How is our business meaningful and unique?
  • Who is our customer?
  • What problems do they have that only we can help them solve?
  • What can we promise them that nobody else can?
  • What proof do we have to back our claims?
  • Where are their decisions made?
  • When will we be ready to target them?

Once resolved, these answers can aid in setting objectives, identifying target markets, developing value propositions, and selecting the best blend of communication tools.

Step Two covered Target Market Identification and List Development.  This step introduces building, purchasing or trading for lists, and discusses the ways we prescreen lists for synergy and decision makers.

Step Three dealt with Messaging and our proven methods for drafting a value proposition—specific, direct ways to tell a customer what they will receive in exchange for their time, money, and trouble.

Step Four considered Implementation, which can often make the difference between the success or failure of any growth process.  DVIRC’s Lead Generation System helps clients create a fixed schedule, establish accountability, and define performance measures.

The seminar closed with Step Five, Managing Leads, and a look at various tools for managing the opportunities that result from active prospecting.  Scafario highlighted DVIRC’s custom Customer Relationship Management (CRM) interface and answered questions about the things managers should consider when looking for ways to monitor lead generation effectiveness.

“If applied correctly, DVIRC’s Lead Generation process can help a lot of our clients grow their top line,” Scafario said. “The day-to-day minutia often prevents most businesses from moving forward, but that’s where we can help.”

Since 2008 DVIRC has helped dozens of business get in front of business opportunities and improve their sales processes. If you have any questions or would like to schedule a time to learn how to put DVIRC’s Lead Generation System to work for you, call us at 215-464-8550 or click here.