Destiny B- Interview Transcript on Lead Generation

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Liberty University *

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Feb 20, 2024

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TRANSCRIPT 1 Interview Transcript Destiny R. Burton MRKT 600 – Applied Market Research Liberty University

TRANSCRIPT Abstract These interviewees were asked a series of questions to help the practitioner get a better understanding of lead generation and the problems that often occur. The interviewees are both in the lead generation marketing and sales fields, with one being a sales rep for a home remodeling company and the other being a marketing and sales territory manager. Getting their perspective will provide the practitioner with more data on how to approach and find a solution to the research question. Upon collecting and analyzing the data and responses from these interviews, there will be a clear understanding of what other approaches, if any, need to take place to find out how this information will be used to find out why there are more businesses struggling to find prospects in society today. 2

TRANSCRIPT Interview Transcript # 1 Date Interview Conducted: 2/6/24. Time started: 11:23 am CST. Time ended: 11:31 am CST. Location: Power Home Remodeling- Irving, TX Transcription [Destiny]: Would you say that lead generation has more difficulties today than in previous decades [Participant 1 (Sales Rep)]: Yes, I would say so [Destiny] Why is that [Participant 1 (Sales Rep)]: Back in the day they used more intimate forms of prospecting which were more popular, so it was easier and expected to have people show up at your door trying to sell services and products. Door-to-door was the main source of prospecting. Whereas today when I go out on a route people aren’t as enthusiastic because that’s no longer the modern way. [Destiny]: Okay, what have your experiences been like when it comes to prospecting new clients or customers [Participant 1 (Sales Rep)]: Like all sales reps, we have our good and bad days, so I’ve had both positive and negative experiences. Obviously, I’ve picked up on new techniques down through the years, so I’m more skilled now, but I still have those days where I don’t get any good leads. [Destiny]: What is the biggest problem with lead generation 3

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TRANSCRIPT [Participant 1 (Sales Rep)]: I personally think the biggest problem with lead generation is the lack of warm leads. When prospecting, it’s important that you follow up with customers who show genuine interest in it, which is usually a dead end or waste of time. I would also like to add that following up after a previous meeting is crucial to driving conversion rates and sales. [Destiny]: Over the years, what have you done to enhance your skill set when it comes to generating new leads [Participant 1 (Sales Rep)]: Studying my targeted prospect and tightening up my negotiation skills [Destiny]: Okay, and what changes do you think need to take place in order for lead generation to improve [Participant 1 (Sales Rep)]: I think these businesses need to do away with traditional prospecting methods unless they are setting appointments with warm leads. Door-to-door is so outdated and doesn’t usually work unless I reach out beforehand and schedule a time to meet. [Destiny]: How do you prospect new leads (tactics, strategies, and techniques) and keep them interested [Participant 1 (Sales Rep)]: I follow up with those who have already expressed interest in the company’s services. And I like to create custom sales presentations specifically for each prospect that I meet with so they can see them visually and get a very detailed understanding of what their inquiries will look like upon completion. In this industry, prospects are usually getting quotes from multiple companies, so I try to provide as much information as possible to keep the company at the top of their minds. 4

TRANSCRIPT [Destiny]: How do you establish who your target is when prospecting new leads [Participant 1 (Sales Rep)]: I tend to target individuals and families who are actively looking to make home renovations within no more than 3 months. This way, I know they’re going to be more serious about getting things done within a good time frame. [Destiny]: Why do you think some market practitioners have more trouble getting leads to convert than finding them [Participant 1 (Sales Rep)]: Because they aren’t taking the time to find quality leads. Which brings me back to what I kind of said earlier about how it’s important to find warm leads—those who are serious about buying whatever is being sold. [Destiny]: In what ways do you measure the success of generating new leads [Participant 1 (Sales Rep)]: By comparing the appointments I set against how many people have signed their contracts or made a payment for services. [Destiny]: Do you think that offering your potential customers or clients’ free gifts, price discounts, free shipping, or any other kind of sales promotion increases the success of lead generation? Why or why not? [Participant 1 (Sales Rep)]: Oh, absolutely. In fact, those who I offer discounts to end up moving forward with the process within the same week. [Destiny]: Thank you for allowing me to interview you, that’s all the questions I had for you. [Participant 1 (Sales Rep)]: Absolutely, anytime 5

TRANSCRIPT Interview Transcript # 1 Date Interview Conducted: 2/9/24. Time started: 4:47 pm CST. Time ended: 4:51 pm CST. Location: Zoom call Transcription [Destiny]: Would you say that lead generation has more difficulties today than in previous decades [Participant 2 (Territory Marketing Manager): No , I think it’s easier today with the evolution of society and social media [Destiny]: What have your experiences been like when it comes to prospecting new clients or customers [Participant 2 (Territory Marketing Manager): Good overall, when you’ve done it as long as I have you start to get the hang of it [Destiny]: Okay and what would you say is the biggest problem with lead generation [Participant 2 (Territory Marketing/Sales Manager): Finding the right audience [Destiny]: Over the years, what have you done to enhance your skill set when it comes to generating new leads [Participant 2 (Territory Marketing Manager): Doing frequent follow ups and kind of just being there to guide clients every step of the way that I can as well as making sure I don’t leaver any of their questions or concerns unanswered 6

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TRANSCRIPT [Destiny]: What changes do you think need to take place in order for lead generation to improve [Participant 2 (Territory Marketing Manager): Maybe, better on the job training. I think if employers would invest in providing workers with negotiation and closing training classes it would drive better results. [Destiny]: How do you prospect new leads (tactics, strategies, and techniques) and keep them interested? [Participant 2 (Territory Marketing Manager): Inviting prospects to company tradeshows [Destiny]: How do you establish who your target is when prospecting new leads [Participant 2 (Territory Marketing Manager): By reaching out to all those who may benefit from our products [Destiny]: Why do you think some market practitioners have more trouble getting leads to convert than finding them [Participant 2 (Territory Marketing Manager): Lack of training and experience all together [Destiny]: In what ways do you measure the success of generating new leads [Participant 2 (Territory Marketing Manager): Key metric systems [Destiny]: Do you think that offering your potential customers or clients’ free gifts, price discounts, free shipping, or any other kind of sales promotion increases the success of lead generation? Why or why not? [Participant 2 (Territory Marketing Manager): Yes, I think it definitely helps because it gets more people interested in and likely to choose you over competitors [Destiny]: Okay, thank you for taking out the time to complete to meet with me 7

TRANSCRIPT [Participant 2 (Territory Marketing Manager): You’re Welcome, talk to you later 8

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