We are all connected in the internet world, this is a fact. And this also includes our business relationships. There might some of us whose only connection with other entrepreneurs would just be the online environment. These virtual networks can be an enticing opportunity for IT marketers conducting a lead generation campaign. The challenge for them would be the actual process of converting these contacts into qualified IT sales leads. So, where should they begin?
First of all, you must take an active interest in your network. Social media can be a very powerful appointment setting medium, but that is only in the surface. If anything resembling blatant selling is seen by your prospects, the backlash may push you way past the drawing board. Basically, you need to put value in the relationships you establish with your prospects. You have to give them a reason why they should connect with you. Without this sense of value, you will not succeed at all.
You should also create opportunities for offline interactions. You can offer to give them a call, or have a duly authorized telemarketing representative contact them at a time most convenient for them. It also helps if you have management or business database tools that can help you schedule your work, as well as collect the necessary information before the call or meeting potential sales leads.
Having an online business network is good, since it can be a large pool of B2B leads. But it is useless if you cannot convert these into a more valuable, offline relationship. This is where a good lead generation process comes into play.