B2B Lead generation : There are many times when sales reps think of the ‘gatekeeper in an organization as an obstacle that must be overcome. While this may have been true a decade back, office culture has evolved by leaps and bounds in today’s times, and so have business models. So, it is pretty clear […]
There are many times when sales reps think of the ‘gatekeeper in an organization as an obstacle that must be overcome. While this may have been true a decade back, office culture has evolved by leaps and bounds in today’s times, and so have business models. So, it is pretty clear that nobody would hire an employee just to answer calls and route them to the desired extension whenever necessary. So, if one has to reach to the top, the ‘sweet talks’ have to begin right at the bottom, i.e., the gatekeeper must also be given his/her dues share of importance, since he/she is also playing a vital role in the entire scheme of events.
In their own way, gatekeepers are also the decision-making authority, and need to be given that level of attention. True, everyone ‘strives’ to get through to the right person, but more often than not, a gatekeeper is who one has to deal with. Hence, it is imperative that the conversation with the gatekeeper needs to be very pleasant, and handled in a polite, friendly, yet professional manner.
The next factor to be kept in mind for telemarketing B2B lead generation is to avoid a habit which is in fact inherent in nearly every sales person, i.e., that of giving a seemingly impressive and formal opening like ‘Hello Mr. , this is from (company name). How are you doing?’ This has been shoved […]
The next factor to be kept in mind for telemarketing B2B lead generation is to avoid a habit which is in fact inherent in nearly every sales person, i.e., that of giving a seemingly impressive and formal opening like ‘Hello Mr. , this is from (company name). How are you doing?’ This has been shoved down the throat of many a salesperson as the perfect means to get oneself acquainted with the prospective client. Nothing could be farther from the truth in the present context! And the reason why this tactic fails to impress the other person and garners a very bland response is because since it is so overused, it does not have that ‘X’ factor.
In today’s age where differentiation rules the roost, one needs to do something innovative and individualistic, since everybody likes solutions tailor-made for their needs. A standard, one size fits all approach never works. An alternative to this tried, tested and boring opening line is to begin the call with an interesting fact about the industry the client is operating in, so as to get their attention by hitting the bull’s eye with a topic that they are always interested in. it is extremely important in telemarketing lead generation to step into the shoes of the consumer and think the way he/she would think, so as to form a mutually beneficial relationship.
B2B Lead generation : Cold calling is one of the most quintessential sales tactics, if one may call it that; and an effective opening is always most desirable. However, this is easier said than done, and an effective opening is a much desired skill that everyone wants to acquire, but very few actually have the […]
B2B lead generation: How about a little sampling: In the early days of door-to-door salesmanship, product sampling was a very obvious tactic to get the prospective consumer hooked on to the product. And as the process and sales practices evolved with time, this became rarer by the day. However, the few companies and salespersons who […]
A bird in hand: It often so happens that one is so focused on acquiring new clients to generate new business and increase revenue, that the existing clients are totally taken for granted. Trust us when we say this, there couldn’t be anything worse than having to suddenly realize one day that you don’t have […]
A bird in hand: It often so happens that one is so focused on acquiring new clients to generate new business and increase revenue, that the existing clients are totally taken for granted. Trust us when we say this, there couldn’t be anything worse than having to suddenly realize one day that you don’t have many substantial new leads, and your existing clients have also surprisingly slowly dwindled away. The reason is simple, which also paves way for two rules. One, never forget the customers who have bought from you.
Two, even if you are not professionally in contact, i.e., are not transacting at that point in time, it is imperative that you need to constantly be in touch, even if it is in the form of informative e-mailers, newsletters, whitepapers, etc. The basic thing to keep in mind is that you need to keep the conversation going, since it ensures that you are constantly in the sub-conscious mind. To many, this might seem like a superfluous statement, but many researches have proven that the adage ‘out of sight, out of mind’ is as real as can be, in business parlance.
B2B Lead Generation : Talk to me: This is typically a line clients have, surprisingly, been using for quite some time now, the reason being that sales reps are so busy acquiring new business that they take what they already have, for granted (this is in stark contrast to the previous post, where we spoke […]
The next point deals with how you need to be an ‘associate’ rather than just a service provider to the client. Needs v/s wants: Pleasing the customer is a very tricky situation, particularly when you know that what he/she is so fervently demanding is going to ruin the business. Some choose to go with the […]
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