The Global Associates B2B Lead Generation Services work extremely hard to get to the proposal stage of a sale and are naturally elated when that point is reached.
The top management of B2B lead generation services consider a pipeline full of sales leads as the robust health of the organization and are focused on achieving the same. However, many business pundits question the strategy of accumulating sales proposals in an effort to keep the pipeline full as it’s easy to get carried away by the sheer number of these proposals.
One tends to forget about some more important fundamentals of lead generation and management process while concentrating too much on getting more and more leads.
Striking a balance:
It’s always good to have enough leads in your sales pipeline, no doubt, but writing too many sales proposals can often prove counterproductive for your organization’s health.
The best strategy is to strike a perfect balance between quality and quantity and lead generation and lead management.
A rifle approach is always going to be more productive than a machine-gun approach; don’t just blindly engage in writing sales proposals, try making the exercise more result-oriented. Here are a few useful tips:
Have a clear-cut strategy:
Most B2B lead generation services simply engage in churning out sales proposals without a clear-cut strategy or a sense of direction and this results in several of their leads not reaching the final stage.
You are more likely to end up with a sales pipeline full of leads that remain stuck in the sales purgatory by blindly writing proposal after proposal.
Proposal writing is considered high-energy lead generation strategy by a lot of action-hungry sales persons; however, it’s essential to invest time and effort in writing each proposal.
If it’s not targeted specifically according to the customer’s needs and pain points; your whole effort could go waste.
Never frustrate the customer:
The biggest drawback in writing proposals and re-proposals without actually doing your homework is that you aren’t just wasting your own time and energy; you are wasting your customer’s time as well.
This exhibits your lack of professionalism and expertise and can often drive your clients to frustration. This is when they start thinking about an alternative.
Do your homework:
As stated above, instead of adopting a machine-gun approach and writing just too many proposals; it’s much better to target each prospect specifically and produce a customized solution for them.
Doing your homework well to determine their pain points and needs before approaching the decision makers will send positive signals about your sincerity and capability.
You can produce a customer-specific proposal only when you empathize with the client and listen carefully to what they have to say about their needs and problems
Try presenting proposals in person:
When B2B lead generation services send a proposal to the customer, there are naturally many queries and objections. It is, therefore, better to present your proposal face to face instead of sending them by emails or couriers.
This way you can listen to the client’s objections and allay all their apprehensions right there.
B2B lead generation services need to generate a lot of fresh leads for their sales pipeline, however, a solid process for qualifying these leads and taking them to the closing stage is equally important.
Much better results can be achieved by having a clear-cut and long term sales strategy and a targeted approach.