Fresh cold calling techniques and a comprehensive contact list of prospects are essential for enhancing B2B lead generation in India, but equally important are new insights into the whole process and fresh ideas for constantly improving it. Sales cycle can be a long process with periodic ups and downs, B2B lead generation in India is especially a tough nut to crack in the present scenario where companies are struggling with a sluggish economy and curtailed budgets. Sales people are quite used to their prospects missing appointments, this is supposed to be a part of the game.
However, these no-shows can be very frustrating, especially when you are already finding it hard to cope with a sluggish business. Opportunities are hard to come by and when a prospect fails to show up after you have invested a lot of time, you don’t even know how to react. Should you try for a fresh appointment, or call them and give them a piece of your mind, or simply forget about this prospect and move ahead?
Sales gurus always advice against a knee jerk reaction to any no shows. Try to read between the lines and even if they are telling you that the reason for missing the appointment is that they are not interested in your services, you still have a chance. So what should be your strategy in such a situation?
Decision makers are busy people, you may not figure too high on their priority list. Sometimes they tend to reject an offer even without looking at it. So, have patience and don’t panic. You should try another contact in the organization or send a fresh proposal to the same decision maker.
Give them some space:
B2B lead generation in India is not about aggressive selling, respect the prospect’s time and give them some space. You can request a rescheduling in case they are finding it hard to keep up with the appointment.
Giving up too quickly is not a salesperson’s trait. If you are persistent enough and know how to tackle gracefully and tactfully with the no-shows, enhancing B2B lead generation in India will be a walk in the park.