New customers are what make a business thrive and develop – that is why business development is such a critical part of the success of any business. Apart from the owners, the business development team are the most important people in any team. Making the best use of their time is vital. It is a waste of valuable resource to have them chasing up poor quality leads or working on admin tasks.
The role of the marketing team is to provide them with high quality leads. That means that the leads have to be both current (not out of date) and genuine (a buyer with a real need, with enough money to spend, and ready to order in the near future). These four factors should be used to evaluate every lead by the marketing team before they are passed to sale.
The best method to do this is a two step process. Firstly, you find the lead using a broadcast or advertising. For example you may find that Adwords or another pay par click source works well for your products. The first step is to collect the leads using Adwords. You then send them information and follow them up with an email questionnaire or a phone call. The follow-up is the second step and that should ask all of the questions above. A good way to design such a system is to contact marketing consultants who can tailor a system to work effectively for your business