Do you feel tired over the many things that can go wrong in your IT lead generation campaigns? How about feeling incompetent when trying to close a deal with IT sales leads?
Surely, you are wondering what you are doing wrong during the meeting. But that should not seriously bother you. You see, this is also the same problems that other businesses experience when dealing with the IT and software industry. Basically, you might be committing a mistake in your marketing process. And while it is true that there are so many errors that you can possibly make, there are three major ones that you have to deal with fast:
For starters, you might think that you have given your B2B leads prospects all the information they need. For example, you provide customized mobile applications for businesses. Sounds complete, right? Unfortunately, that is not the case at all. You just gave your prospects an idea of what you can do. What is missing here is the connection between you and your prospects, and why they should be doing business with you in the first place. Now, that would require a little more active discussion with them, probably over the course of a couple of days. This is just to get the whole idea of your business to sink in. A little patience and you might be able to reach your goals.
Second, you might fail to defend a higher price tag with the vision you have in mind. You see, a successful business is one that not only solves the pain faced by your business prospects, but also able to provide a totally different experience to their customer. Usually, this would require a higher price, since you provide a better service after all. That would require you to fully itemize the benefits that your prospects can enjoy from your business. Yes, it might be hard to do, but with the right explanation, you can make them see reason. It helps if you have a competent telemarketing team to help you.
Third and last, you forget that every time you talk to your prospects is a time for negotiations. Every time you spend with a business prospect is an opportunity for you to share your vision of the future with them. If you can explain to them why you are their best choice, then they will come to you. But you can only do that if you truly spend time with them, learning more about their pain, understanding what solutions you can provide, as well as identify business opportunities along the way. These take time, and a lot of patience. Still, if you can work on it well, then you will be able to make them see what you mean. It would be a boost to your B2B appointment setting then when that happens.
Well, if you can avoid these mistakes during your B2B appointment setting campaign, you will be able to reach your marketing numbers better. Be aware of these and be a more effective marketer.