There are times when a company may be hindering its own lead generation and sales success because of a breakdown in communications. At Sales-Link, we speak regularly with clients to help them gain a better understanding of their company’s strengths and challenges. Once we have some key information in place, we focus on communicating their strengths with the public. Here's what we learned what a successful company should do:
Stress your value - Create value statements, often referred to as “guiding principles” that tell your customers and employees the company standards and what you believe in. A great example of a value statement is this one created by Bayer, whose corporate culture is an important factor in their company’s success. Central to their culture are their values: Leadership, Integrity, Flexibility and Efficiency, summarized by the term LIFE. They provide guidance within their values for daily work solutions to support their major challenges in line with their mission statement, “Bayer: Science For A Better Life.”
Flex your expertise -Big or small, sharing news of your company’s expertise is essential to establishing credibility with potential leads. Acknowledging your research and experience via correspondence, social media marketing and a professional website can showcase your credentials and successes to others to stand out among a sea of testing or pharma/biotech companies.
See the endless possibilities - What are 10 minutes in the big picture of life? A quick phone conversation or meeting with an unfamiliar company or what may seem like an odd prospect could yield exciting results for your company.
Trust in your lead gen team to discover hidden new opportunities - We have seen a CRO step in and take over a sponsor’s special testing division (downsizing) that came into play due to a brief meeting of the minds to get the wheels turning. Value to the CRO? $500,000 first year, $1M second year.
Be persistent - Your employees should be passionate about what they do; with passion comes an unrelenting work ethic. Find the time and ways to always be ahead of the game by hiring workers aware of technology, social media, and important work processes so your customers look to you as a leader- communicate this with your customers.
We also caution that you be respectful of a potential lead’s schedule and deadlines because being persistent can also become borderline pushy. Find the right balance and press on.
Calvin Coolidge said it best as well the so called Founder of McDonalds. But let me quote Coolidge- “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘Press On’ has solved and always will solve the problems of the human-race.”