When we are conducting a b2b lead generation campaign, we must use whatever tools available to us in order to maximize our impact in the market. Be it social media, email marketing, search engine marketing, or even telemarketing, you should know what tools to use to reach out to your prospects better. But there is also the fact that you also need to know how to reach out to your prospects. Taking the wrong step, or using the wrong words, will only make you lose sales leads. Knowing what not to do is also as important as understanding what is required of you.
So what are these common marketing moves that simply mess up with your campaign?
1. Answering objections the prospect has not even raised – anticipating what the prospect might say is a good practice, but raising these objections yourself is a horrible move. Frankly speaking, you end up digging your own grave because you created an issue that may not even exist in the first place. Best advice is to wait until the prospect raises an objection before answering.
2. Letting the customer take control of the next step of the sales process – are you trying to leave all the work to the prospect? Then do not be surprised if you receive absolutely no replies for your email or b2b telemarketing campaign.
3. Focusing only on the features – knowing your product or service inside and out is a good idea, but using that as your sole pull on your prospect is not good appointment setting tactic. Experience will tell you that B2B leads are best generated by telemarketers who know how to connect their product to the results the prospect is looking for.
4. Faking your intimacy – if there is one thing that prospects hate, it is people whom they feel are fakes. Remember, generating sales leads takes time since you need to build trust. Save your personal greeting and high-fives with the prospects for later (preferably when you have established a friendship with them, not before).
5. Creating a sales too early – one reason why creating a sales proposal too early is bad because it will only work once the prospect has already defined what their problem is (not to mention the solution the need). It is better to create the business proposal after you have reached an understanding with the prospects already.
6. Talking more, listening less – calling prospects on the phone requires that you listen to what they say. If you notice that you are spending more time talking than listening, then you are not doing your work right. To begin with, how can you suggest a working business solution to prospects if you do not fully understand what the problem is in the first place? So listen up, right now.
7. Chasing dead-end sales leads – given the level of competition and the economy today, it may be hard for you to accept the possibility that you are going after B2B leads that will not produce results at all. It is important that, in the first five minutes, you determine whether the prospect will need what you offer and has the money for it. If not, then tough luck, and proceed to the next one.
There are other things that you should be avoiding, but these are the most glaring ones. It is best to avoid them all together if you want to keep your lead generation campaign successful.