The Unsung Source Of B2B Leads? Your Old Customers

A concept of spotlight

We all know just how hard lead generation can be. As a business, you need to increase your customer base in order to make a profit. But here is an interesting question: why spend more on getting new sales leads when you could have just expended a little effort to keep the ones you already have? Not only is this more cost efficient, it can also be a sustainable business model in the long run.

Research has already shown just how cost-efficient retaining current customers are in the lead generation front. Considering how hard it is to convince business prospects to do business with you, or the time it takes to convince them to sign up to your offer, it is only natural that you want to make your marketing efforts easier to do. And what better way to do that than by tapping into your current market.

Here is the deal on sourcing new B2B leads from your current or past customers: by increasing your marketing efforts by only 5%, you will experience a 95% increase in profits. This is not something you can achieve by concentrating your appointment setting efforts on new markets or prospects. Besides, if you are able to keep your current line of customers happy, it would be easy for you to charge a premium for additional services.

It also pays to have a good telemarketing sales team in place as well. You will need one for customer retention, as well as business negotiations. This will be a very useful arrangement.