Ever get tired of reading lists of things that you ought to be doing? In business articles and company blogs posts, such lists are rampant. Even Vendere Partners puts forth such lists on its blog. And why not? They can be very handy, especially if you’re looking for step-by-step solutions to specific business problems.
B2B Sales, Lead Generation and Marketing Blog
It’s easy to begin a social media marketing campaign. You just sign up and create free accounts with the social media networks that are likely to have the biggest impact on your business, which, for most companies, will be Facebook, Twitter, and LinkedIn, and boom—you’re off!
As a kid…
You configured your toy cash register machine so that it added an automatic gratuity to each purchase price.
Your favorite toy was a plastic abacus, which you used as a kind of CRM tool to score your childhood friendships as being hot (e.g., as being likely to result in the immediate receipt of free pudding snacks), warm (e.g., as being likely to result in your ability to borrow suped-up Hot Wheels in the near future), or in need of nurturing (e.g., as being likely to require that you engage in a certain number of hopscotch sessions before being invited to the A-list birthday parties).
For some appointment setters, lead generation is about using manipulation and less than ethical tactics to gather information and set sales appointments. The primary goal of these poseurs is to look good in the eyes of their clients by providing them with large numbers of appointments, whether or not the appointments they set are actually sales-ready. Their secondary goal is to position themselves to be able to claim, when appointments yield less than desirable results, that the client is to blame for low sales numbers.
When you have a national or global organization, it can not only be impractical to gather key personnel and partners together to learn about your new products, processes, or systems, but impossible.
Lead generation isn’t just an effective way to acquire new customers; for many companies, it’s the only way to acquire new customers.
You can only rely on your existing contacts and referrals for so long; eventually, you have to engage in hard-core lead generation if you want to build your business at a rate that is competitive and meets the demands of your market.
Outbound marketing includes everything from telemarketing and cold calling to event hosting and advertising. Traditionally, when you engage in outbound marketing, what you’re doing is throwing out messages to a general audience and hoping that they somehow reach the right people and resonate with them.
In general, the rule is: Persist when it’s in the prospect’s best interest.
In other words, persist when you recognize that a prospect would benefit significantly from your products or services; don’t harass a prospect that isn’t interested just because you’re desperate for sales.
Lead generation is one of the most effective ways to acquire new customers. Whether you are running a B2B or B2C company, you can benefit from lead generation through telemarketing.
Know the process – The process is the most fluid way to move through the conversation, ie asking the right questions at the right time. This way you will be most confident in your telemarketing appointment setting.
Know the product – Know the client for whom you act as the appointment scheduling service. Know the product(s) that their appointment will cover. It also helps to know some industry jargon and hot topics!
Know your prospect – take 30 seconds to look over the prospect’s website. It helps to have an idea of what they do so you can formulate a sales process before the call, and prevent you from asking obvious questions that could irritate them.