Promoting and selling their products or services is always the main objective of The Global Associates Lead Generation Services; however, it’s essential to keep your focus on what your customer really wants. Talking about value proposition and competitive advantages of what they offer is, of course, natural for lead generation services, but the first priority should always be the customer. The prospect is more interested in what your solution holds for them rather than listening to the technical detail.
Basic elements of sales:
Lead generation services work with the intention of selling their product or service, however, a prospect looks at it from the perspective of only three benefits: saving of Time; earning or saving money; and reducing stress levels- the three basic elements that should be the part of a sales strategy. Let us discuss them briefly.
- Will it save my time?
Time is money today. The prospect would like to know if your solution can help them save time. This has to be an essential part of the strategy of lead generation services. Your presentation must show them objectively how you are going to achieve this for them. Show them in clear terms how your solution will help them complete their processes faster and with greater efficiency.
- Will it help me earn or save money?
The profitability is always the bottom-line for the customer. They will buy from you only if you promise to help them earn or save more money. Your over dependence on technical jargon and buzz words only confuses the prospect instead of helping your cause. Show them through demonstrations of your solutions that they will help the customers business and they will buy from you.
- Will it help me reduce stress?
A stress-free work environment is what every organization craves for; your solution should promise to reduce their stress levels. Everybody is working today under extreme stress, trying to achieve their targets; life is certainly not easy. Convince them that your solution offers a way of reducing the stress levels by making the processes easier and more efficient, this is what they need.
Lead generation services need to include these essential elements in their sales strategies instead of trying to impress the customers with technical jargon and unnecessary buzz words. This would help them convince the prospects about the suitability of their solution.