Top business lead generation companies like The Global Associates always strive hard to build sustainable business relationships with their customers, this process always begins with a meaningful, productive conversation between a sales rep and an interested customer. Cold calling remains a very potent tool for business lead generation companies even in this era when online marketing methods rule the roost. Doing certain things well is important to make these conversations fruitful; for example, you should do your homework to know the prospect inside-out before approaching them.
It’s essential for business lead generation companies to realize that the first few minutes of a cold call are mighty important. The fate of your lead is virtually determined during these few minutes, they make or break your effort. There is naturally a lack of trust on the part of the customers since you are still an unknown quantity for them; they would be having their own doubts and apprehensions about your capabilities and intentions. It’s imperative to assuage their doubts to efficiently take the sales process forward and start developing a sustainable business relationship with them. Following is a brief discussion on some of the most likely doubts you might face and must try to assuage.
- Will he waste my time?
Today’s decision maker has a premium on his time; he won’t be talking to you unless you have something worth his time. Be brief and to the point, don’t bother them with long introductions. Talk about their issues, self praise will not hold them for long.
- Will it be worth my time?
It’s imperative that business lead generation companies have something special to offer, otherwise the call is likely to end in the blink of an eye. Have a good script ready, keep them interested to hold them for long enough. This will give you an opportunity to convince them about your utility and take the sales process forward. Identify their needs and main issues beforehand and have a customized solution ready. You can project yourself as a trusted industry peer in this way to win their confidence.
- Is he giving me any incentive?
Offering certain incentives can arouse the interest of your prospect in your product/ service. It’s important to spell out this incentive in clear terms to make them believe interacting with you is beneficial for them.
Business lead generation companies perform one of the most unenviable jobs in the world, made even tougher and more challenging today by several factors. Having a clear idea of the doubts that could be raised by the prospect and preparing in advance satisfactory responses is the key to taking the sales process forward effectively and efficiently.
