Lead generation and Relationship Management

Lead generation refers to the creation or generation of potential customer interest towards the products and services of a business. It is a marketing activity targeted at generating sales opportunities for a company. For Amrut, Lead Generation includes the whole life cycle of sales management:

1. The ability to perceive core values of customer offering
2. Understanding the market space
3. Defining the right audience or creation of customer database
4. Identifying the key person in the organization
5. Creation of an organizational chart
6. Creation of a script with customizable options
7. Relationship management
8. Inter linkage with vendor and customer on requirements
9. Scheduling and follow up
10. Pre and post sales support
11. Closure

In simple terms, lead generation enhances the ability to reach a wider customer base, adds more teeth to sales, increases the effectiveness of the sales force as well as the customer base, enters a new market at a relatively low cost and conducts market analysis and review. The buyer on the other hand is able to request information from different businesses offering the required product or service, while the seller is given the opportunity to promote his product or service. It is thus a win-win situation for both they buyer and seller.

The most critical part of lead generation is the capability of defining the core values of the product offering and spreading the message to the right person in the organization and more importantly driving the customer’s interest towards a sale. This requires working closely with product companies to identify the message, defining customer segment, researching on customer databases and then making the right calls. Gaining the confidence of the customers is imperative and critical.

Many organizations have different layers of decision-making and processes. It is extremely important that sales people spend more time with the right audience to increase the effectiveness. Our lead generation team is intensively trained in all facets of this science. We can handle a client’s entire sales function, helping them to:

• Sell smarter, faster and create new revenue streams
• Generate more revenue sooner
• Stay agile in the face of changing markets and business uncertainty
• Enter new countries or regions without developing a local presence
• Turn fixed costs into variable costs
• Focus on running the core sales business while addressing problem areas

Our Lead generation team has three layers.

1. Domain analyst – The principal domain analyst does the first level of market analysis of the particular country or region that the campaign is targeting. There are many issues that need fine tuning before the campaign is rolled out, for e.g. the salient features, demographics of the product, price, message to the customer etc. Taking all these into consideration, a script is created for the lead generation team.
2. Lead operations / E-mailing – The lead generation team is required to first start with database generation. This activity is followed by emails / calls. It is extremely important to reach the right audience and key person in an organization. The next step is to generate interest in the product and then to take the product interest to the level of evaluation or tech clarifications.
3. Technical Support - Technical support is provided either by the principal company or delivered by Amrut. The final action involves making the sale with the negotiations.

With tech support being an integral part of lead generation, our team does the pre / post tech support as required. This gives additional backup support to the customer. With technology being our forte, our lead generation team has had the experience of working on software technology products across the globe. Besides that Amrut has worked on multiple products and different market segments in India. Our current infrastructure allows us to conduct lead generation in many countries including selling effectively to the whole of Asia, Europe and Eastern parts of USA.

Just like lead generation, customer support is our strength. We are capable of providing support on mail, phone or live chat to customers worldwide.