Appointment setting campaigns (especially inbound ones) tend to start by just standing around for a bit before engaging prospects. But suppose that your appointment setting campaign were actual people on the street with signs promoting your business. Which part of the street do they stand? Obviously wherever they can be seen! Unfortunately, this concept is lost in most appointment setting strategies when it comes to where customers really look.
Tag Archives: b2b leads
There are times when even you think your lead generation process takes too long to qualify leads all for the sake of sales for your auto insurance business. Does it really take so much effort just so that prospects can get a little bit of auto insurance? Is there anything you can do to readjust your lead generation strategy to reduce all the bureaucratic hassle?
It is a given that your appointment setting campaigns are affected by the kind of history your accounting business already has. The older you are, the more things you can be known for. However, if you consider yourself comparable to those who wanted to change to a humbler direction, appointment setting gets even more difficult when it encounters those who want you to turn back.
It is one thing to measure appointment setting prospects based on their budget and another thing to be unfairly biased just because you can tell they make a lot of money. This not only sets up your appointment setting process for immediate crash landing, it also skewers the kind of insightful evaluation that is staple to any appointment setting process.
Lead generation strategies for business processes like accounting have a tendency to downplay a prospect’s problems. This is not a good idea but it actually can be if you know what it means to say “No problem” or “Piece of cake.” Basically, what you are attempting is a lead generation strategy that positions you as someone who thinks a prospect’s accounting fears are nothing to worry about.
Whatever method you employ for lead generation, there is always the risk of angering someone. It is just a natural part of marketing. Whether it is having your ear shouted off over the phone or getting cussed out in an email response, these things can happen in any lead generation campaign.
However, you might develop a tendency to assume that having anger either on your end or that of your prospect’s means you have done something wrong. On the contrary that is not always the case. There are just too many reasons for why blow-ups occur during lead generation, be it telemarketing, email or any other medium. What you really need to do is understand where the anger is coming from and if it even is indicative of anything significant to your lead generation strategy.
The results of a B2B sales lead generation campaign is not limited to just amount of business leads you acquired. It is not even just the amount of sales that came out of those leads. As an advertising firm, you know very well that your success ties with the success of your own business customers. A successful lead generation company can get you all the opportunities you and your salespeople can enjoy the benefits of closing them.
But if the same lead generation firm cannot help you fully understand your prospect’s needs, you need to ask for more.