FL I P
THE
S C R I P T
LEAD GENERATION with Aurora
CONTENTS I.
Flip The Script
II. Lead Generation in 10 Steps 01. Kick-off Call 02. Campaign Message 03. Define Campaign Criteria 04. Data Counts & Exclusion Lists 05. Brand Guidelines Received 06. Campaign Asset Creation 07. Training & Script Writing 08. Sign-off Campaign Material 09. Campaign Launch 10. Campaign Reports
FLIP THE SCRIPT Lead Generation with Aurora For any business that’s looking to grow its pipeline quickly, with high quality and profiled leads, a superior lead generation service is exactly what’s needed. In today’s day and age, lead generation is more than just a numbers game. Having the correct information about a prospect can help to take relationships to the next level helping you to achieve better conversions rates, retain loyal, higher paying clients and be as efficient with your time as possible. At Aurora, our leads are categorised and priced by several factors, including the type of prospects you wish to target, how much detail you require an opportunity to have and how nurtured the lead needs to be before we deliver it to you. When we run lead generation campaigns, we take the time to discuss with our clients what they feel will be the most effective leads for you. The process is surprisingly simple, but the results we can achieve are simply incredible. See the next page for 10 steps to our high ROI yielding lead generation campaigns:
LEAD GENERATION 10 steps to our high ROI yielding lead generation campaigns:
PRESENT THE CAMPAIGN MESSAGE
DATA COUNTS AND EXCLUSION LISTS
CAMPAIGN ASSET EXCHANGE/CREATION
SIGN-OFF CAMPAIGN MATERIAL
CAMPAIGN REPORTS
2.
4.
6.
8.
10.
KICK-OFF CALL
DEFINE CAMPAIGN CRITERIA
BRAND GUIDELINES GIVEN
TRAINING & SCRIPT WRITING
CAMPAIGN LAUNCH
1.
3.
5.
7.
9.
KICK-OFF CALL Bold, Inspiring, Devoted Firstly we start off with a kick-off meeting. A kick-off meeting is exactly as it sounds; an initiation into a partnership with us where we go through thoroughly each step of the lead generation process. We discuss what is needed in terms of campaign volumes, target audience, profiling questions, results and desired outcome.
PRESENT THE CAMPAIGN MESSAGE Secondly, we work closely with you to decipher and create the most effective ‘hook’ for your offering to grab prospects attention.
DEFINE CAMPAIGN CRITERIA Thirdly, we go through, in our opinion, one of the most important building blocks of any successful lead generation campaign; understanding your perfect prospect - which includes how we plan to target them and the maturity required of the prospect in order to obtain your perfect lead.
DATA COUNTS & EXCLUSION LISTS Once we have worked together to form the criteria agreement for the campaign and know which businesses and contacts to target, we will run a report through our specialist AI machine to generate a data count that is segmented to contain the prospects with high levels of intent for your product/service. Will then run it against a suppression file (exclusion list that you will need to provide) to make sure we are not targeting any current client or opportunities already in your pipeline.
BRAND GUIDELINES RECEIVED The next stage is to fully white label our service. In order to achieve this, we request all necessary branding that is unique to you such as fonts, colors, logos, imagery and tone-of-voice documents. We do this so that all communication is fully consistent with your brand to ensure that leads and opportunities are fully confident in your brand and offering, removing any confusion or hesitation that they may have.
CAMPAIGN ASSET CREATION Often lead generation will be based around a certain offering, and so material for that offering will need to be given to our team so we can use it within our campaign strategy. If there isn’t any readily available, luckily, we are a full-service digital house, so we can help with the creation of high-end creative assets including emails, landing pages, whitepapers, infographics, photography, social media and more (just ask!).
TRAINING & SCRIPT WRITING If telemarketing had its own university accreditation system, all of our agents would all be masters level qualified. Our team is fully vetted, trained and nurtured to ask the right questions at the right time ensuring we generate leads of the highest quality, but we don’t stop there. To add extra strings to our bow, we work closely with our clients as part of our onboarding process to see how you communicate your message, understand any technical context needed on the offering and to pick up on key sales messages and hooks that may have been previously overlooked. They will then inject the message and your brand’s personality into our lead generation teams to truly make them an extension of your business. It will be as if prospects are being contacted by people who have been employed at your company for years.
SIGN-OFF CAMPAIGN MATERIAL By this point, we should have all the materials we need to start the campaign, but prior to going ‘live’ we run an overview by you for approval, including: an audience description, scripts, creative, hooks, handover procedure, KPIs and follow up emails. This ensures the campaign ready to launch is absolutely perfect.
CAMPAIGN LAUNCH Once signed off, a launch date is then agreed so everyone is prepared for the campaign. Sales teams can be ready to follow up on leads to reduce interest decay and operations from both sides are ready to smoothly deliver and receive leads for processing, distribution and converting!
CAMPAIGN REPORTS Finally, each week we will churn through the stats and create a bespoke report with a full campaign breakdown, including a campaign summary, data provision, data analysis, positive campaign outcomes and full lead listing, giving you transparent information on our activity.
Suite 5, Pine Court 36 Gervis Road Bournemouth BH1 3DH 01202 087750 31-45 Folgate Street London E1 6BX 0207 754 5903 info@aurorademand.com www.aurorademand.com
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