by: Jan Loyola
Business to business companies will be thankful that b2b sales leads are generally an emotional lot. This means we can help them see the benefits of the products and services we sell if we can only tap onto their emotional side. But just how emotional are your b2b sales leads? And what do you need to do to appeal better to them?
For one, don’t send them chocolates in heart shaped boxes and cuddly teddy bears. That’s just absurd. By emotional, I mean they make their purchasing decision on whether they like the offer or not. And the “offer” includes the whole package:
- How you look. (Are you wearing the proper attire? Overdressed or under-dressed? Is your hair combed properly? Are your shoes clean? Are you wearing too much accessories?)
- How you act. (Were you late or on time? Did you give the proper greeting? Do you check your mobile phone too much? Do you talk too much? Do you maintain eye contact?)
- Your pitch. (Did I understand everything you said? Did you say anything of importance? Do you understand my situation? Can your solution solve my company’s problem? What’s in it for me?)
Of course, a well-targeted b2b lead generation marketing strategy is important to get half the sales process done. Once you’ve had a good b2b appointment setter get you that business appointment, do the required research to prepare yourself (or your sales representatives) for the business leads.
- Find out what attire they usually wear, and dress accordingly. A well-groomed sales representative conveys a professional attitude that immediately appeals to business leads.
- When you get to the meeting, be mindful of how you act, but don’t be overly conscious or your client will think you’re eager to leave for another meeting.
- Greet the client properly. Certain geographic locations and ethnicities call for different types of greetings. If you’ll be waiting for the client to arrive, practice how you’ll a stand up and greet them. If you’re the one entering the room, practice how you’ll enter. Practice, practice, practice!
- A firm handshake (even if it’s the CEO of Yahoo) shows that you are confident with what you are about to offer your client.
- Allow your lead to talk so that you can discuss the issues his company is facing and so you can take down mental notes.
- Refrain from constantly checking your phone or your watch. It’s annoying and rude to the person you’re meeting with.
- Focus your meeting and your pitch on helping to the problem of your business sales lead, never on your product.
The irony of getting qualified business sales leads to like you is that you have to set up the meeting so that your b2b sales leads will like you as a person, but you’re not allowed to say anything to enforce it. However, once they feel that they like you, you’re one step closer to getting them into the purchasing state of mind.