When it comes to lead generation, take note that the way you present your business to prospects defines your success or failure in generating IT consulting leads. Sometimes, the campaign can be a real challenge, especially if business prospects are not interested in what you are saying. But there is a way around that. You need to choose the right marketing medium, like IT telemarketing, as well as understand the basics of your business. There are some things that you need to be aware of before you present yourself to prospects. Basically speaking, we are talking about the three C’s of your business:
- Capability – before you start your campaign, you need to know first just what exactly can you deliver. Not knowing your core capabilities can leave you in the embarrassing situation where you get tongue-tied about a prospect’s question.
- Customers – next in the list would be the prospective customers. It will be counterintuitive to go after prospects that have nothing to do with your business. You are like grasping at thin air, so to speak. You should be going after IT leads that are most likely to become real business deals.
- Competitors – you also need to consider what your competitors are offering. Knowing what the other side of the fence looks helps. You can better prepare improvements on your own offer.
Remember, lead generation need not be a tough job. As long as you know the three basic areas about your business and industry, you can be more successful in the end.