Our fastest growing product is our lead revival offering.
This simple and yet immensely effective solution is showing conversion rates generally unseen by the financial services market place.
To explain; Due to the nature of the industry, and the mentality of many sales staff, the focus for marketing is always directly targeted at producing new leads in the perception is that these have the highest chance of converting into new business. This is simply not the case! Most companies have 1000’s of old contacts that are now bedded deeply into their CRM literally gathering dust. So a simple question, why did each individual not convert? If you can answer this question you do not need to consider lead revival, if you can’t you are missing a huge opportunity.
There is a multitude of reasons that leads don’t convert: the sales person, financial restrictions, preference towards the competition, lack of understanding, poor timing….. This list goes on and on.
So consider this, Dragon will contact all old leads and conduct a customer satisfaction survey. We will work with you to construct a number of questions that truly unearth the reasoning behind the initial non conversion.
Using our Lead Revival offering in its simplest form will enable you to gain a true understanding of the markets perception of your brand, and product, enabling you to better target future campaigns thus maximising ROI.
Now consider the true potential of this product. By structuring the survey in the correct way we will be perfectly positioned to decipher the real reason behind the initial non conversion. This information is basically a sales opportunity!
Why?
Because any sales approach should be focused on what a client truly wants not what you are offering.
So if the individual did not proceed because of a lack of understanding, hold their hand, walk them through the process, train them on the product, basically make sure they feel comfortable to proceed.
Did the individual not move forward for financial reasons? Well we have only just come through the deepest recession for over 60 years and things change.
Maybe a competitor’s product was more appealing. Well often time is the best proof that the grass is not always greener.
So in summary, we will supply you with a clean list of data that will benefit future marketing activity however, the main point to this product is that in nearly every case there will be a clear reason as to why your sales staff should re-contact the individual this time armed with the information to convert the prospect into a live business client. This information is invaluable to sales professionals and you will find that often they favour these revived leads over the delivery of fresh contacts.
Finally could you do this yourself? Yes you probably could but do you want to afford the time of your current staff to the project? We doubt it. Further are you willing to take on the contractual obligations of employing new staff solely for the role? Again it’s a risk.
You may well decide that despite the above an in house solution is favoured, well consider this. A recent survey conducted shows that 62% of those questioned confirmed they are far more likely to disclose their true views and feelings to an external company approaching them from a customer satisfaction angle. The common reason given is that they do not see this as a sales approach and therefore feel less threatened.
Finally data protection will no doubt be a concern. Understandably so however we have a number of options that will give you the peace of mind to proceed. Contact us to discuss how we can ensure the security of you data and the guarantees required to make this a viable product offering.
