We work with our clients—from strategy through implementation—to help them create conversations and relationships with decision makers. We also know that getting in front of decision makers, while critical, isn’t enough by itself. To win new business, professional service providers need:

• To get in front of the right decision makers
• At the right companies
• At the right time
• In the right way
• With the right messages of value and differentiation, and
• Stay top of mind with decision makers over the sometimes long and tedious sales cycle

Our proprietary Services in Demand^SM process is a breakthrough lead generation and relationship nurturing service that helps you penetrate high value accounts to generate new relationships and leads, and create true demand for your services. 

Lead generation for complex, high-value professional services is different than most other industries—trust is essential to win new business. Services in Demand is built specifically to target the best buyers for your services, draw them in with your value, and lead them into your pipeline in a way that establishes the strong relationships and trust necessary to win new clients.

Our high-quality, sophisticated direct mail sequences, combined with customized letters, emails, telephone business development, and other essential tactics are specifically designed to generate a response from executive-level buyers. Our focus goes well beyond getting "inquiries" or "setting meetings". Services in Demand will help you start new relationships, nurture those relationships with the right conversations and communications, and create desire and urgency for your services over time.

There are no better reasons for engaging Services in Demand for your organization than the outcomes it produces:

• Creates short- and long-term leads for your services
  
• Decreases price pressures on your services 
• Generates leads at the elusive time of need, both short-term and long-term 
• Nurtures leads already in your pipeline 
• Increases cross-selling and up-selling opportunities 
• Produces pre-qualified leads based on specific criteria
  
• Generates referrals for your services

Services in Demand is a complete process that helps you generate new business opportunities and sets them up so you are best positioned to win those opportunities. While every client's needs are different, common components of a Services in Demand process are described below.

Lead Generation and Relationship Nurturing Outreach: At the core of Services in Demand—our team will implement the components of lead generation that you need. Key tactics we employ include (but aren’t limited to) the following:

• Telephone Business Development: The Wellesley Hills Group employs a team of highly skilled telephone-based business developers. As a part of our Services in Demand implementations, our inside sales team builds relationships with executive-level buyers, and uncovers and nurtures leads, for your services and your firm.

• Direct Mail: For Services in Demand, we employ a variety of direct mail campaigns, from straightforward letter campaigns to break-through-the-noise dimensional mailers. With our unique library of direct mail campaigns, we help many of our clients implement top quality campaigns in much less time, and with much less graphic design headache, than other options available in the market. 

• Email: Our team employs custom, one-on-one email campaigns to help break through to high priority prospects as well as ongoing, preplanned email sequences designed to educate buyers on your value and services, and keep you top-of-mind.

Carefully planned and executed touches via mail, email, telephone, and other tactics not only generate your short and long-term leads, they measurably improve your brand strength within your target market, help you cross-sell and up-sell to current clients, and nurture the leads you already have in your pipeline.

Target and List Development: At the heart of any strong lead generation process is a highly targeted, segmented, and clean list. Before we develop any campaigns for calling, mailing, emailing, or any other outbound marketing tactic, we make sure we have a clean, quality list to work from.

While list development is neither the sexy nor interesting part of marketing, having the right target list is essential for success. We can help you define, acquire, and/or build the target list that's right for you.

Lead Generation Strategy: While the dynamics of most professional service businesses are often somewhat similar (i.e., compete on value, referrals are historically the best source of leads, relationships are at the core, thought leadership and reputation are of great importance, implementation is a challenge, etc.), every service business is unique in its own way.

During our Services in Demand processes, we work with clients to answer questions such as:

• How many leads do you need to reach your goals? 
• What are the key messages you want to get across? 
• How do you communicate your value to clients?
  
• Do your business developers (or rainmakers...or sales leaders...or practice leaders) have the right support material to succeed? 
• For whatever strategy you employ, what needs to happen to really get it done? 
• What expectations should you have for your demand creation engine given your budget, resources, and goals? 
• How should you measure success?
  

Can Wellesley Hills Group help you plan and implement your lead generation strategy?

Give us a call at 508-626-9991, send us an email, or fill out our contact form to learn how we can help you generate more leads, and close more new business.