Thursday, December 6, 2012

Introducing Yourself Properly In Lead Generation

When you pick up the phone and dial business prospects, how do you introduce yourself? A lot of telemarketers often fall into the ‘ego trap’, where the need to sell your business ends up into propping yourself up on the level of boast. If you think that this will get you B2B leads, you are badly mistaken. At least, you are driving potential sales leads away. But how do you tell prospects about yourself, without presenting yourself as a braggart?

To start with, you should lean on the mantra of ‘less is more’. There is no need for you to pepper your introduction with accomplishments and titles. As you go along with your conversation, your abilities and achievements will naturally come into the fore. Having a conversation is good business investment.

Second, you should consider the context in which you are to introduce yourself. The setting in which you tell the prospect about your business and yourself is important to for the sake of credibility, as well as appropriateness. This also avoids any awkwardness that may come up during the course of your appointment setting work.

Third, understatements rocks in social settings. There is no need to boast about your company’s earnings or business connections. Unless you are in a business meeting where you have to convince prospects that you have the qualifications for the job, just keep your achievements to yourself. In a normal setting, the title or position does not count. What matters is your relationship.

Remember these three points, and you will not be lost in your lead generation campaign.

Wednesday, November 14, 2012

Four Questions Not To Use In Lead Generation Work


When it comes to generating sales leads, you will agree that telemarketing is one of those mediums that can do a good job at it. Still, even if we are using a tried and trusted marketing medium, there will be something that will cause it to fail. This is so true if we are currently focused on generating B2B leads. We just cannot afford to make a mistake. The problem is, we might be making mistakes so obvious – we just do not realize that this is wrong already. This can affect our B2B lead generation campaign. Now what are these mistakes we should be avoiding? 

“Would you agree…?” – you are trying to maneuver your customers into saying yes. This is the oldest trick used by unscrupulous marketers. And a stumbling block for appointment setting.   

“If I can save you (percentage), would you be interested…?” – your sole purpose of calling is to sell, not trying to solve their problems. Who likes that?   

“Do you have a budget for this…?” – you just wanted to see if you can sell to them or not. If you are using telemarketing, then take advantage of it to have prospects elaborate on their buying process.  

“Are you the decision maker…?” – you doubt the position of the person you are talking to. But since you need to know, simply ask who the stakeholders are. You can get better results. 

Remember these pointers, and you can be sure to make your lead generation campaign to be the best.

Wednesday, August 15, 2012

Who Benefits Most From Lead Generation Strategies?

When speaking of lead generation strategies, there are industries who benefit the most that immediately come to mind. One of these is the information technology industry. With the high demand for up-to-date technology among all industries and the increasing number of IT service providers, businesses in the IT industry who want to get ahead of their competition need the help of professional b2b lead generation experts to generate more qualified b2b sales leads. But the IT industry isn't the only market that can benefit from lead generation. All industries who wish to increase the flow of sales leads into their sales funnel can hire a lead generation service provider. Aside from insurance providers and those offering financial services, companies who offer professional commercial cleaning services and others can benefit greatly from outsourcing their lead generation processes.

How does outsourcing lead generation processes help these industries?

Finding new business sales leads is necessary if a company wants to succeed, but this is often not a core business process. When a company's attention is divided between developing products and services, finding new clients, and closing new deals, the results tend to be average. If a company really wants to be successful, then they have to focus on their core processes. They can achieve this with the help of a good lead generation firm. They no longer have to worry about lead generation methods or employee hiring and training. They are sent fresh new leads each day while they develop their products and services, which in turn helps closing deals become easier.