Sales lead

From Wikipedia, the free encyclopedia

A sales lead is the identity of a person or entity potentially interested in purchasing a product or service, and represents the first stage of a sales process. The lead may have a corporation or business associated with the person(s). Sales leads come from either marketing lead generation processes such as trade shows, direct marketing, advertising, Internet marketing or from sales person prospecting activities such as cold calling. Other popular mediums of obtaining sales leads are online resources like Bizcrest[ http://www.bizcrest.com] Such sites provide as quick resources for sales personnel and simplify the life of business development executives. For a sales lead to qualify as a sales prospect (or equivalently to move a lead from the process step sales lead to the process sales prospect) qualification must be performed and evaluated. Typically this involves identifying by direct interrogation the lead's product applicability, availability of funding, time frame for purchase. This is also the entry point of a sales tunnel or funnel.

Once a qualified lead exists, additional operations may be performed such as background research on the lead's employer, the generally market of the lead, contact information beyond that provided initially or other information useful for contacting and evaluating a lead for elevation to prospect, the next sales step.

If a sales lead eventually makes a purchase, this is called conversion. The ratio of sales leads that convert is often referred to as the conversion rate, a way to measure the effectiveness of a sales process, sales team, or sales person.

Cinematic reference: the boiler-room salesmen in the movie Glengarry Glen Ross refer to wanting to get "the good leads" which will close more easily (result in closed sales, i.e. a financial transaction).

[edit] Real Time Leads

Real time leads is a resource that allows an individual to build a home-based business such as a franchise or MLM. These leads contain names of and the means to contact individuals interested in purchasing a business opportunity.

What differentiates real time leads from more traditional business leads is the means by which they are harvested and timeliness. Traditionally, business leads were generated by a MLM or franchise owner cold-calling on individuals or by business/ social networking. Real time leads are harvested via websites targeting MLM/ franchise opportunity seekers. Individuals interested in such business seek out information on the web, choose opportunities best suited to themselves and fill out a form requesting contact from those selling the business opportunities.

One of the more intriguing facets of real time leads is how “fresh” they are. MLM/ franchise opportunity sellers can receive a request from an opportunity seeker the moment the form is completed. Within seconds of an online forms completion opportunity seeker and seller can be in direct contact with each other.

Fees for real time leads are based on supply and demand. Packages of such leads typically consist of at least 20 leads and cost at least $4 per lead.

An important thing to consider when purchasing real time leads is quality. It is reasonable to expect some leads are from unqualified opportunity seekers. Real time lead suppliers are aware of this. Reputable real time lead sellers offer 10% extra leads for free per order to compensate lead buyers for “bad” leads. Thus, an order for 100 leads should include 5 to 10 extra leads for free.

[edit] Opt-in Leads

Opt-in leads are similar to Real Time Leads in that they are generated by individuals seeking home based business opportunities via the internet. These leads are a resource for individuals building MLM, network marketing (NM) and franchise businesses.

Opt-in Leads should have at the very least the opportunity seeker’s full name, postal address, email address, phone number and time zone. Quality Opt-in Leads, in addition to the aforementioned, will include the type of home based business, how many hours a week, level of interest, desired income and how much the prospect wants to make from the business opportunity.

Differentiators between Opt-in Leads and Real Time Leads are timeliness, cost and how they are used. Often, Opt-in Leads are approximately 72 hours old – Real Time Leads are seconds old.

Opt-in Leads are less expensive than Real Time Leads. One can expect to pay around $39 for 20 Opt-in Leads. Reputable sellers of Opt-in Leads overfill orders by 10% to allow for possible inaccurate information in a lead.

Another differentiator between Opt-in and Real Time Leads is how they are best used. Since Real Time Leads are seconds old, the opportunity seeker and provider can contact each other immediately. This being the situation, phone contact is best. Since Opt-in Leads are usually around 72 hours old they are best suited for email campaigns – but still can be used as phone leads.