Understand Your Business | Our Sales & Lead Generation Process
Understand Your Business - The First Step in Every Successful Campaign
Every successful sales and lead generation campaign should begin with one thing:
Understanding the business behind it.
No two businesses have exactly the same customers, sales process, service area, qualification requirements or definition of a valuable opportunity.
That is why at Compound Marketing Services, we don't believe in simply launching a campaign before understanding what your business actually needs.
Whether you are using our Sales Lead Recovery, Pay Per Lead Sales Lead Generation or Pay Per Appointment Appointment Setting service, the first stage of our process is designed to understand your business, your ideal customers and what a successful campaign should look like.
This allows us to structure the campaign around your objectives rather than forcing your business into a generic process.
Why Understanding Your Business Matters
A sales lead is only valuable when it is relevant to the business receiving it. The same applies to a recovered opportunity or a booked appointment.
Before any campaign begins, there are important questions to answer...
Who is your ideal customer?
What products or services do you want to promote?
Where do you operate?
What makes someone a qualified prospect?
What information does your sales team need before following up?
What types of opportunities should be excluded?
What does your existing sales process look like?
The answers to these questions help determine how the campaign should be structured.
This initial understanding can help improve:
Lead relevance
Qualification quality
Sales team efficiency
CRM data quality
Campaign consistency
Customer experience
Internal follow-up
Future campaign insights
The objective is not simply to create activity.
The objective is to create relevant sales opportunities for your business.
Understanding Your Business for Sales Lead Recovery
Our Sales Lead Recovery service focuses on opportunities your business may already have. Many businesses accumulate hundreds or thousands of previous enquiries inside their CRM or sales database.
Some prospects may have:
Requested a quote
Submitted a website enquiry
Responded to advertising
Spoken with a salesperson
Requested information
Considered purchasing previously
Delayed their decision
Stopped responding
Never received sufficient follow-up
Before we begin reconnecting with those contacts, we need to understand what your business considers a valuable recovered opportunity.
Understanding Your Existing Database
We first look at the type of data being provided.
That may include:
Previous sales enquiries
Website leads
Advertising leads
Quote enquiries
Old CRM contacts
Previous customers
Unfinished opportunities
Aged sales leads
Partially contacted enquiries
Other appropriate sales databases
Understanding where the enquiries originally came from provides useful context for how the recovery campaign should operate.
Defining a Qualified Recovered Lead
A recovered lead should not simply be someone who answers the phone. We need to understand what information your business wants us to establish.
Depending on the campaign, this could include:
Whether the prospect is still interested
Whether they have already purchased elsewhere
Their current requirements
Their timeframe
Their location
Product or service preferences
Whether circumstances have changed
Whether they want your business to contact them again
These requirements are agreed before the campaign begins.
Understanding Your Sales Process
We also consider what happens once an opportunity is recovered.
Some businesses may want qualified leads returned to their internal sales team.
Others may require specific notes or CRM information.
Some businesses may choose to add Qualified Appointment Setting as a customised option at an additional fee.
Understanding this process helps create a smoother transition between our recovery campaign and your sales team.
Our Power of Threeā¢ Sales Lead Recovery Method
Sales Lead Recovery campaigns use our Power of Threeā¢ Sales Lead Recovery Method.
This includes up to three contact attempts made across different days and times, supported by SMS and email follow-up.
The purpose is to give previous enquiries a reasonable opportunity to reconnect rather than assuming one unanswered phone call means the opportunity no longer exists.
Sales Lead Recovery campaigns start from $3 per contact.
Understanding Your Business for Pay Per Lead Sales Lead Generation
Our Pay Per Lead Sales Lead Generation service works differently.
Instead of working through an existing database, the objective is to generate fresh qualified sales leads for your business.
Before lead generation begins, we need to understand exactly what type of customer you want to attract.
Defining Your Ideal Lead
Qualification requirements vary significantly between industries.
A solar company may want to know whether the customer owns the property and is interested in solar, battery storage or both.
A mortgage broker may want leads relating specifically to refinancing, first home buyers or investment lending.
A renovation company may want homeowners within specific suburbs who are considering projects above a particular type or scope.
A B2B business may only want enquiries from particular industries or company types.
This is why understanding your ideal lead is critical before a campaign launches.
Establishing Targeting Requirements
Depending on your campaign, we may discuss:
Target locations
Customer types
Products and services
Industry
Business size
Property type
Customer requirements
Timeframes
Relevant qualification criteria
Campaign exclusions
This helps ensure the campaign is designed around the prospects your business actually wants to speak with.
Defining What You Will Pay For
With Pay Per Lead Sales Lead Generation, the definition of a qualified lead needs to be clear.
We establish the agreed qualification criteria before the campaign begins.
This allows your business to understand what type of opportunity it should expect to receive.
Because industries and qualification requirements differ, Pay Per Lead pricing is structured according to the individual campaign.
Understanding Your Business for Pay Per Appointment Appointment Setting
Our Pay Per Appointment Appointment Setting service focuses on generating fresh qualified appointments through targeted cold calling.
This requires an especially clear understanding of your ideal prospect. We are not simply trying to fill calendar spaces.
The objective is to identify suitable prospects, engage them, qualify their interest and book appropriate appointments with your business.
Identifying the Right Prospects
Before outbound calling begins, we establish who we should be contacting.
Targeting may include:
Geographic area
Industry
Business type
Customer type
Decision-maker role
Product or service relevance
Other agreed prospect criteria
The more clearly this is defined, the more focused the campaign can be.
Defining Appointment Qualification
We also establish what someone must meet before an appointment is considered qualified.
Depending on the campaign, this could include:
Genuine interest in the product or service
Correct location
Relevant business or customer profile
Appropriate timeframe
Required qualification questions
Agreement to attend or participate in the appointment
Confirmed contact information
Other campaign-specific criteria
The appointment process can then be aligned with your sales team's requirements.
Understanding Your Calendar and Sales Capacity
Appointment volume should also suit your business.
We need to understand:
How many appointments your team can manage
Available appointment times
Geographic limitations
Which salesperson receives appointments
Whether appointments are phone, video or face-to-face
Any scheduling requirements
This prevents the campaign from generating more activity than your business can effectively manage.
Three Services, Three Different Starting Points
Although our three core services have different objectives, they all begin with understanding your business.
Sales Lead Recovery begins with understanding your existing database and what constitutes a valuable recovered opportunity.
Pay Per Lead Sales Lead Generation begins with understanding the type of fresh qualified lead your business wants to receive.
Pay Per Appointment Appointment Setting begins with identifying the prospects we should target through cold calling and defining what constitutes a qualified appointment.
The service changes.
The principle does not.
We need to understand your business before we can design the right campaign for it.
Better Qualification Can Save Your Sales Team Time
One of the major benefits of establishing campaign criteria upfront is efficiency.
Your salespeople should not need to spend unnecessary time working through opportunities that were never suitable for the business.
Clearly defined qualification can help your team focus on prospects who more closely match your requirements. This does not guarantee that every lead or appointment will become a sale.
Your sales results still depend on factors including your pricing, offer, sales process, follow-up, availability and the customer's individual circumstances.
But better campaign alignment can help your sales team spend more time on relevant conversations.
Your Business Knowledge Helps Improve the Campaign
We understand outreach and lead generation.
You understand your business.
Combining the two is important.
Information from your team can help us understand:
Common customer questions
Typical objections
Strong customer profiles
Poor-fit enquiries
Seasonal trends
Geographic considerations
Product differences
Sales terminology
Qualification requirements
This knowledge can be incorporated into the campaign structure.
Understanding Comes Before Launching
It can be tempting to begin generating leads immediately.
However, spending time establishing the campaign correctly at the beginning can prevent confusion later.
Before launch, both parties should have a clear understanding of:
Who are we targeting?
What are we trying to achieve?
What counts as qualified?
What information needs to be collected?
What happens when an opportunity is identified?
Once these foundations are established, we can move into the next stage of our process:
Launch & Deliver Results.
Start With the Right Campaign
Whether you want to recover opportunities already sitting inside your CRM, generate fresh qualified sales leads or have fresh appointments generated through targeted cold calling, the process starts with understanding what your business needs.
At Compound Marketing Services, our core services include:
Every campaign is structured according to the service, industry and qualification requirements involved.
Contact Compound Marketing Services today to help us understand your business and the type of opportunities you want to generate.
Helping businesses compound leads, clients and revenue.
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