Warning: Creating default object from empty value in /home/theglo36/public_html/blog/wp-content/themes/platform/includes/class.layout.php on line 164
2012 January | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
From the monthly archives: January 2012

Asking questions is a very inherent part of small business lead generation, and one that can certainly never be overstated in any manner whatsoever. However, it’s important to know the kind of questions to ask, so that the conversation can move in the right direction. Following is a list of questions that would be needed to ensure that one gets exactly what is needed:

 

Environmental questions: Small business lead generation is a lot about knowing what kind of environment is the prospect working in, and this is very often the deciding factor regarding whether the project can be undertaken or not. the basic reason why he/she is looking forward to purchasing a product or availing a service is because something in the environment does not suit the business model any more. It does not necessarily mean that something is wrong, since expansion is also a very likely reason. However, it may be so that some elements in the present system may have to be repaired or modified to get the desired results.
Timeline questions: These questions are intended at finding out how long the current predicament, so to speak, has prevailed. Also, it is important to know how long you would be given to resolve the issue. This gives a critical insight into the urgency of the situation, which helps in deciding many more aspects of the deal, like how many resources would be needed, whether the desired timeline is feasible or not, etc.
More ‘questions’ follow in the next post!
Bookmark and Share

B2B Lead generation :

The last part of this series is about another typical, stereotyped habit that has been the undoing of not only the better part of the industry, but also of some of the most brilliant potential salespersons in the world. The issue we are addressing here is that of filler words.

B2B lead generation

B2B lead generation

In its basic essence, it’s a verbal habit that translates into unnecessary words that may be misconstrued by a majority of clients as lack of confidence in the product. True, these words are used primarily out of habit, to stall the client till something substantial pops into the head, maybe to buy some ‘think time’, but it does not give a very favorable impression. To state an example, the word ‘like’ is among the most commonly used fillers in a sentence. The hardest impact of a filler word is in terms of the fact that during a cold call, it’s extremely essential to get the attention of the client. So, if the opening pitch is overloaded with filler words, it lends an air of uncertainty to the whole picture. The solution? To prepare a foolproof script of sorts for a cold call, where interjections from the other end are also factored in. This way, one can always have a higher chance of scoring a client, and all it takes is a bit of extra effort!

Bookmark and Share
B2B lead generation

B2B lead generation

B2B Lead generation :

Face to face interactions have a certain charm, one that exponentially improves the chances of achieving the desired objective, particularly when one compares it to the more ‘bulky’ marketing tactics of sending emails or calling. Very subtle gestures like smiling while talking, always looking at the person, devoting one’s full attention to him/her, and even making small talk, goes a long way in enhancing the chances of getting business, since one can gauge the responses not only verbally, but also visually.
So, it is best that the initial cold calling should always be restricted to gathering basic information about the client and his/her needs. Many salesmen fall into the trap of thinking that since the conversation is going great, they can seal the deal there and then! However, this is not the case, and one doesn’t always have the liberty to leverage a great opening and convert it into a sales closure. Hence, one needs to acknowledge and appreciate the fact that while cold calling does indeed open a lot of avenues, there are certain limitations which need to be tackled in a different manner.
Bookmark and Share