Shifting your lead generation process from a selling mindset to a teaching one is becoming increasingly common among many B2B industries like advertising. The very existence of businesses like yours is based on the simple fact that not all companies know how to market themselves to consumers. The goal of your lead generation strategy is to go beyond finding those with the potential to pay.
Monthly Archives: March 2013
Sales leads themselves are a fine example of why the bottom line is never the same for everyone, even if they are all part of one business organization. One group thinks a number of sales leads is God sent whereas another would look more closely at sales. Then again, these same sales leads serve purposes that can still rival that of solid cash for the company.
We can somewhat compare lead generation to hunting. Although you won’t really be running around with a rifle, a trusty canine companion and be on the look out for a turkey or some deer, you’ll still be hunting for something: new business. Put that rifle down, get your business suit on and fix your tie! We’re about to compare how generating leads is a lot like hunting.
There’s a certain feeling of excitement that overcomes you when you’re out in the wild and looking for some game. Well, although we’ve never been out of the office and gone on a company hunting trip, we pretty much feel the same feelings when we’re out trying to find new customers.
You would be surprised at how many lead generation methods are deemed as disruptive or distracting. These are often employed by critics of the whole marketing practice, specifically those who think the very industry profits from constantly disturbing people’s quiet lives. But on the contrary, many of these lead generation tactics are so commonplace, they stand more to lose from being ignored than to get called for ‘disrupting.’
Some of the cheesiest telemarketing pitches are based on the false assumption that everyone wants an alternative. The truth is not all alternatives are hot and it does not even matter whether you promote them via telemarketing or web marketing campaigns. In energy procurement for instance, sometimes it will take more than a ‘higher’ cause in your telemarketing pitch to get people to adapt your brand of energy production.
You would usually generate sales leads by finding problems and then doing everything to offer a solution. For energy companies, this could range from tips on how to save up to evaluating prospects on their own habits. However, sometimes it is best to slow down and let your sales leads qualify themselves after that. You do not want to correct them and then just add more to the problem with pushy marketing tactics.