The sales process begins with a meaningful conversation between your salesperson and an interested prospect. It’s imperative to assuage the prospect’s doubts and apprehensions to take it forward. The post discusses some main doubts that Companies that generate B2B leads must clear to build trust with the customer.
Reputed B2B lead generation companies like The Global Associates perfectly understand the fact that the process of developing a sustainable business relationship invariably begins with a meaningful, fruitful conversation between their salespersons and an interested prospect in the year 2023. Many B2B lead generation companies tend to go with online marketing methods in this cyber age today, however, the time-tested art of cold calling is still a very potent tool for lead generators even now. You can still realize the full potential of this tool by making necessary adjustments according to the changed business scenario.
Still relevant and useful with some experimentation:
The business scenario has of course undergone a metamorphosis over the years. Lead generation services companies that generate B2B leads must experiment a little to keep the cold calling tool as useful as in the earlier days. For example, you just cannot pick up your phone and dial a number randomly, that won’t work. You must do thorough research about the desired decision maker and their organization to understand their requirements and their main issues, to know them inside-out. Only then you can dial their number to approach them. This will increase your credibility and make your campaign more effective and result-oriented.
The first few minutes can make or break your effort:
It’s important for companies that generate B2B leads to realizing that the first few minutes of a cold call are mighty important. They have the potential to decide whether the sales process is going forward. They can simply make or break your effort.
The first real challenge your sales reps will face is that the people they are reaching out to are strangers at the moment. They will naturally have their doubts and apprehensions about your capabilities and intentions. You simply won’t be able to take the sales process forward without assuaging their doubts to build credibility and establish trust with them. Developing a long-lasting business relationship with them is the next step in the process.
Inbound and outbound leads:
Before discussing some common doubts raised by the customers and their best possible solutions, we must have an idea about the two main types of lead generation: inbound and outbound lead generation.
Inbound lead generation: Inbound lead generation is also called ‘pull’ marketing. It encourages the prospects to reach out to you for more information. Some main characteristics are as follows:
- A target audience is identified as per your industry and expertise
- The frequency of publishing is relatively higher to attract the attention of potential customers
- You just don’t focus on increasing the traffic to your website, but on acquiring their personal information to turn them into leads
- This is also known as permission marketing, you seek the prospect’s permission to interact with them
- The sales cycle is much shorter and the success rate is pretty high
Outbound lead generation: Outbound lead generation is also called ‘disruptive marketing’. It involves reaching out to high-potential customers to try and convince them about the suitability of your products/ services for their purpose. Some characteristics are as follows:
- It involves selling your products to high-potential leads (customers)
- It’s one-way communication with your audience
- more expensive requiring more investment from your side
- Interrupts the customer with your messaging
- Outbound lead generation has a longer sales cycle
- The success rate is low but considered suitable for high-end products
Some common doubts companies that generate B2B leads must assuage :
Following is a brief discussion on some of the most likely doubts prospects may have.
1. Is he wasting my time?
Lead generation companies come across extremely preoccupied decision-makers today. They have a thousand fires of their own to put out each day, they won’t be talking to you unless you have something special for them. Learn to respect their time, and be brief and to the point. You are likely to get a response only if they think talking with you is worth their time. You must have a clear-cut strategy and script ready before you approach them.
2. Does he have something valuable for me?
Unless lead generation services have something special to offer, the call is likely to end pretty soon. It’s vital to keep the prospect interested for an extended period, and that is the only way you may get a chance to convince them to take the sales process forward. Do your homework, and identify their requirements and pain points. Prepare a short and crisp script before your sales rep dials a number. The script must include all the salient features of your offer to arouse the interest of the customer.
3. Is there any incentive for me in the offer?
Offering a carrot is important to evoke the customer’s interest in your product/ service. You must spell out this direct incentive in clear terms to make them believe that interacting with you is beneficial for them. This will encourage them to spend more time with you on the phone or in person.
About The Global Associates (TGA):
Global Associates offers expert, affordable B2B lead generation and B2B demand generation solutions. You can ensure increased productivity of your sales team and sustainable revenue generation working with us. Our team of experienced sales and marketing professionals uses a strategic 360º approach that relies on Account Based Marketing (ABM). Global Associates arms you with the right strategy, technology, and operations to engage well with your target audience! We offer specialized services like automated Drip Emails, scalable and technologically advanced platforms for marketing automation, direct Email marketing, hyper-personalized Emails to maximize impact, LinkedIn outreach, and conversational marketing.
To generate B2B leads companies perform one of the toughest jobs in the world, made even more challenging today by the changed business environment. Cold calling is still a potent tool for them, they must be prepared to assuage the doubts and objections of the customer to make their lead generation effort more effective and result-oriented.
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