In any IT lead generation campaign, it is always important to know how to best sell to your business prospects. This is not a hard thing to do, to be honest. As long as you get in touch with the right sales leads prospects, and you have something really good to offer, then you will be able to market right. Still, you have to admit that selling to other businesses require a certain style or perspective. And if you think about this further, you will realize that, of the many tactics that you can employ to get B2B leads to do close a deal with you, there is only one or even two that actually work. It does make sense to know what these are.
First in the list would be company perspective. Here you are trying to sell your company’s ability to get things done. You probably have the best management team, the most aggressive marketers (if you are selling an outsourced appointment setting service), or whatever your company possess that your prospect would want to hear about. While this is a common tactic used by marketers today, it is also one that that rarely works. I mean, is this what business prospects are looking for? More likely than not, they will think that you are so full of yourself and not worth their time.
Another tact that marketers use would be the product perspective. This goes a little deeper compared to the company perspective, since we now have something that your telemarketing team and your prospect might want to talk about. In this perspective, you focus on the features and functions that make it superior to your competition. It could be anything, maybe sleek designs, more computing capacity, smaller space to occupy, portability, or some other thing that makes it different from the rest. And while this may seem like a good tact, indeed, there are prospects that are particularly focused on the product features; this perspective might not be effective for first-time discussions.
The third perspective deals with the solutions that your company can provide your business prospects. Here, you work with your prospect, asking about their business and the problems they face. Based from what you learn, you can proceed with proposing a solution for them. You could probably customize a solution for them; see to it that this will fit their needs and their budget. Yes, this is also a marketing tactic that can bring in IT sales leads, but you have to admit that there is a lack of urgency in this. They like your offer, for sure, but they do not see the reason why they should make a purchase.
The last perspective, the one that gets the deal more often, talks about results. You have something to offer your prospects. That is why you talk to them about all the benefits they can receive, from lower productions costs to increased market share. Think of the many ways that you can make their lives easier and help their business soar. More likely than not, you have their attention with this.
Looking at these four perspectives, you do not need to guess which of these would be most effective in B2B lead generation.