Let’s face it. Your business thrives on B2B leads. Sales goals become realistic when you focus on your lead generation. The art of selling owes much of its gains to this aspect, but the real success lies in B2B prospecting.
An art in and of itself, prospecting is as complicated process as lead management. But marketers too often would assume otherwise. Apparently, you only have to contact a set number of individuals and ask them if they have issues in need of resolving. There is nothing more to it, only that it requires a certain level of competency. B2B companies take on a cynical attitude, putting lead qualification always above teleprospecting.
Unfortunately, poor prospecting that produces weak B2B leads triggers a chain reaction that correspondingly affects the sales pipeline, from appointment setting down to conversion. Many businesses owe their poor sales performance to this.
Prospecting and lead generation after all are disciplines that should be taken seriously. It would be best to NOT consider these prospecting practices and take on a better outlook in lead management.
Not doing your homework. You don’t participate in a NASCAR event without fuel. And sometimes, you will need to figure out the most efficient fuel for your tank. Likewise, B2B prospecting helps you get ready to initiate customer dialogue. Find out more about your target demographics and set an efficient profiling system. Referencing your company objectives could also help in identifying the people perfect for teleprospecting.
Not engaging your targets. And this means calling the wrong person. The main task behind teleprospecting is to tap leaders. They are people who uphold a high stature within their companies and whose influence is crucial in determining the path of their enterprises. As such, every decision for a purchase relies on them. It would be a dire mistake if you contacted someone in one of the lower managerial tiers.
Being uncertain. For businesses, especially when it comes to lead generation and teleprospecting, perseverance bears success. You cannot get it anywhere else. But even more important is having a clear direction as referenced in your company objectives. What are your plans once a prospect turns “hot”? What makes your solutions better than the others’? Do you have anything else in store? These are typical prospect questions. Nonetheless, they seek to iron out your current inadequacies. If you are unable to answer these, consider revamping your strategies.
If companies opt to increase their sales, then they should opt for quality B2B leads that could easily convert. This could only be possible once proper approaches to B2B prospecting are applied.