Professional Services Lead Generation
Having used every tool known to man to drum up new business since 1988, I’ve learned some lessons the hard way.
One of them is that no matter the marketing vehicle (digital, social,
outbound, etc.), we can only expect to move a conversation from a certain point “A” to a more sales-ready point “B”. So if a prospect doesn’t know who we are, is it realistic to think we’re going to call them or send them an email and they’re going to miraculously drop everything they’re doing and pay attention? No, it’s not realistic, but all too often that’s the expectation in poorly designed lead generation
campaigns, specifically in professional services.
Another thing I’ve learned, having spent over 20 years peddling marketing services myself, is it is easier to sell a tangible product people know and understand than it is to sell an intangible service. Especially one you have to explain. Or one based on deeply-entrenched relationships. Or both. Like ad agencies.
Most agencies have invested the time to create amazing introductory content and make that content available via all channels. The good ones have programs in place to turn that content-generated inbound traffic into sales-ready, qualified leads. Those programs start with intelligent conversations based on where, when and how the prospect interacted with the content. If your agency is doing one or both of these, that’s a great foundation.
One thing few agencies have done is paused to take a look at prior relationships, conversations, proposals, or projects that have fallen off the short-term radar. Ask any agency executive or sales development pro if they could come up with 5-10 prospects that meet those criteria and you’ll likely get emphatic agreement. Everyone who has been in the agency business 10+ years has 5-10 calls (or more) they’d make if they had the time. But they don’t. And even if they did, there are far better uses of their time at their hourly rate. That doesn’t change the fact that there could be opportunity – and that’s where Leads To Sales has helped.
Some of our agency clients come to us with highly targeted prospect lists built from past relationships, previous campaigns, and prior conversations — complete with valuable notes and history. Combined with strong introductory content and digital support, it creates the perfect foundation for outreach.
Leads To Sales applies a proven outbound lead generation strategy that turns those past connections into meaningful conversations about current opportunities. The results speak for themselves:
- Over 10% of prospects converted into qualified planning meetings
- More than 30% client close rates on qualified leads
- Campaign ROI exceeding 5X
- New project pipelines built from as few as 50 targeted prospects
In an industry where typical outbound campaigns average just a 2% conversion rate, our approach consistently delivers measurable results.
New business development is challenging — we know because we’ve been doing it successfully for over 20 years. What we’ve built is a proven, cost-effective outbound strategy that helps agencies create real opportunities without the massive expense of traditional marketing channels.
Our Services
We offer a wide range of services to help your business succeed, including business consulting, marketing, advertising, and more.