The constant endeavor of the top B2B demand generation companies like The Global Associates is to focus on building sustainable business relationships with their customers in the year 2021 and beyond.
Experienced B2B demand generation companies understand that this process always begins with a meaningful, productive conversation between their sales reps and an interested customer. And, cold calling still remains a very potent tool even in this era when online marketing methods rule. You must focus on doing certain things well to make these conversations fruitful; for example, doing your homework before making a call, having a good script, and so on.
B2B demand generation companies must realize the importance of the first few minutes of a cold call for making or breaking their effort. When you approach the customer, there will in all likelihood be a lack of trust on their part.
You are still an unknown quantity for them. They would have their own doubts and apprehensions about your capabilities and intentions. So, you must assuage their doubts to take the sales process forward and start developing sustainable business relationships with them. Following is a brief discussion on some common doubts you might face and must try to assuage.
- Is he worth my time?
Today’s decision makers are far busier than their predecessors of a few years ago. They won’t be talking to you unless you have something worth their time. Respect their time, be brief and to the point. There is no need for any long introductions. Don’t boast about yourself or your organization. Just focus on their issues to make sure they listen to the end.
- Does he have something substantial?
Unless B2B demand generation companies have something worthwhile, it’s difficult to hold the prospect’s attention for long. Having a good script will help you keep them interested and hold them long enough, giving you an opportunity to convince them about your utility. You can project yourself as a trusted industry peer by identifying their needs and main issues and having a customized solution ready before approaching them.
- Do I have any incentives here?
Always use a carrot to arouse the interest of your prospect in your product/ service. Make it a point to spell out this incentive in clear terms to make them believe interacting with you is beneficial for them. They should feel they are being compensated in some way for their time and effort.One of the most unenviable jobs in the world is performed by B2B demand generation companies, which is made even tougher and more challenging today by several factors. You must identify the doubts that could be raised by the prospect and keep satisfactory responses ready to take the sales process forward effectively and efficiently.
