Hi, my name is Janneke. I am one of the latest employees of Just Leadz. And since I do not have a lot of experience I have prepared some questions for Sam regarding Just Leadz’ lead generation.

Where were you before starting your own lead generation campaign?

We are a new company, started only six months ago. We got our first customers through word-of-mouth or via our own network. After a while, we noticed that approach was at a dead end. Therefore we needed to attract new customers. Because Just Leadz is a company offering a lead generation service it is easy to generate leads for ourselves, too. So we started our own lead generation campaign.

And why did you decide on an empathetic approach?

What we noticed in direct lead generation was people approaching prospects mainly focused on themselves. ‘This is us’, ‘These are our clients’, ‘Look at us doing well’. There was a need for an empathetic approach in our opinion, which was missing in direct sales & marketing. An industry where people really need to empathize with others. Who are we approaching actually? Who is our target? In what way do they think? What do they see as important? And based upon those wants and needs you can present your solutions.

What are the specific results you got?

We ran our campaign during the last two months, and in six weeks we have approached 433 prospects, from which 152 responded. From that number we generated 47 leads, companies who could be potential customers. Furthermore, we made 11 sales meetings. From those sales meetings we have made five proposals and will close them of course. To sum up, 36% of the people we approached have responded.  Which is quite a lot. An average reply rate to a cold email is 5-10%.

That looks promising, what a big difference.

What could Just Leadz, so me too, do to improve the lead generation campaign, and thus getting even better results?

You can do more in-depth target market research. So who are you targeting?

One of the tools we use to analyse and understand our target better is Crystal Knows. By the use of this app you can scrape a LinkedIn profile, and then provides a disc-matrix. This matrix shows in which ‘box’ the prospect belongs. Every colour portrays different personality traits, on which you can base your communication style.

Interesting! There is way more behind it than meets the eye.

Yes! You can download Crystal Knows, click on ‘view personality’, and then it will predict your personality. Who you are. You get tips and tricks on how to best approach someone, and all sorts of personality traits of the prospect.

Sounds interesting! I have learned a lot these last minutes. Thank you very much!

Sure thing! See you soon, Janneke

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