Why lead generation doesn’t work!

No, we aren’t trying to talk ourselves out of business… What we mean is that the other stages in the process are just as important, but sometimes can be overlooked. Good quality meetings are important, but by themselves they won’t just turn into projects.

No, we aren’t trying to talk ourselves out of business…

What we mean is that the other stages in the process are just as important, but sometimes can be overlooked. Good quality meetings are important, but by themselves they won’t just turn into projects.

We need to ask ourselves:

  • To start off with, have we structured the agency in the best way to enable a proactive and effective approach?

  • Have we benchmarked ourselves against our competitors? Do we know who they are and how we can present a stronger proposition?

  • Have we identified our strongest industry sectors, and have we determined who is our ideal customer profile for each?

  • Have we the resources in place to handle the follow up needed to convert a lead into a project? Have our staff been trained in FDI sales and account development?

With investment flows continuing to decline and competition increasing, we cannot afford to be reactive.

To be the best, we need to stand out and ensure that the whole agency is operating as effectively as possible.

Moreover, our resources and budgets are being continually reduced but the same results are still being demanded of us.

 

At HMC Global, we have over 25 years’ experience in turning agencies around into becoming the best performing in their regions. If this is something that you would like to have a chat about, we’d love to hear more about what you’re working on and see if there is somewhere we can apply our skills and experience to help you out. Just drop an email to our consultant Michael Kerr, and we’ll set up a call.

We’d love to hear from you.

John Haran

CEO, HMC Global