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Lead Qualification

According to Brian Tracy, world-renowned business consultant, the #1 purpose of any business should be “To create and keep customers.” The main reason a company or division fails is lack of sales. Pro-active marketing, a key to business success ensures continued marketing to both your potential and existing customers. ADI Marketing’s successful programs have proven results. We can help you devise a lead qualifying telemarketing program that targets those organizations and decision-makers most likely to generate profits for you.

Only through personal telephone calls, can you:

  • Identify the decision maker(s)
  • Determine their level of need
  • Determine how likely they are to buy, and when
  • Begin to develop a warm business relationship

By pre-qualifying your leads, you can:

  • Ensure no real business opportunities are overlooked
  • Identify the decision makers (when not the respondent)
  • Determine level of need
  • Determine how likely they are to buy, and when
  • Begin to develop a warm business relationship
  • Shorten the sales cycle

Our customer acquisition and retention program was designed for lead generation to assist customers with achieving their goals.

First Call

First Call was developed based on years of working experience with companies that wanted a better way to acquire new business.

Objectives of Program:

  • Increase the rate of new customers by establishing a full pipeline of visible, qualified prospects.
  • Increase the efficiency of direct representatives.
  • Increase the time sales representatives spend in the field developing new relationships and fostering existing ones.
  • Increase closing ratio.

Objectives during First Call program:

  • Identify qualified prospects per client’s targeted criteria
  • Identify key decision-makers and business potential
  • Provide literature fulfillment for First Call interest
  • Provide lead to client for additional follow-up

Customer Call

Every customer you lose is a new customer for another company. Customer follow-up on a regular basis generates good will and discovers future requirements. A customer’s perception of a product or service to meet their needs affects customer attraction and retention. ADI Marketing can help you identify current customer satisfaction levels and can introduce new products resulting in new sales.

Objectives of Program:

  • Improve the rate of new purchases made by existing customers – by keeping in contact and identifying future needs and plans.
  • Increase the efficiency of direct representatives.
  • Increase the time sales people spend in the field developing new key account relationships & fostering existing ones.
  • Increase customer retention through account follow-up and customer surveys.
  • Update your customer list.

New Business Development

The second component of pro-active business development is the identification of new prospectsand application areas. Many products can fulfill a need in more than one area. Usually it is the lack of account knowledge, which prevents the account rep from making an effective introduction. A purpose of pro-active marketing is to identify the critical information necessary for an account representative to make an effective introduction or “first call appointment.” Data can be obtained on the key decision makers, their product and services and possible requirements for your products and services.

Usually “first call” is used to introduce your company. At the first meeting, additional new business opportunities are discovered and additional steps taken to acquire that business.