Monday, October 15, 2012

Know What Your Prospect Is Thinking During Lead Generation

If you know what exactly you should be saying to your business prospects only then a lead generation and appointment setting campaign will be successful This makes all the difference when you are decisive on generating qualified Business2Business leads. Imagine your prospect is saying one thing, and then you are offering another. Is that not such a huge discrepancy? You really have to get inside the mind of your prospects if you want to be sure to get good sales leads. How do they operate their business? What are their concerns? Can they address these issues on their own? Can your business answer their needs? Knowing what is inside your prospects' minds plays a crucial role here. So, how will you do that?

To start with, you have to ask the right questions. Performing a lead generation campaign is not just asking about the name, address and contact numbers of prospects. It is also the time where you get to know your prospects better. This is where you ask them pertinent questions, whose answers will determine their viability to your business. So for you to get the excellent answers you have to form your questions well, not to mention avoiding ambiguities.

Second, you need to master how to feel at ease. Listening is a very passive activity, where you soak up the information being relayed to you by your prospects. You cannot do that if you are continuously on the move, or tensed up. When you are on an appointment setting call, observe your physical movements. Are you relaxed, serene, breathing properly? These particular small details can help you be a more efficient listener.

Third, you have to clear your head. Remember, you are listening to new information. This means you have to do away with that internal dialogue in you, where you automatically fill up or anticipate the blank spaces in a prospect's description of their business or problems being faced. Quantity of telemarketers, and even other marketers, are guilty of this frustrating habit. Not only that you are not learning anything, you might end up offering a business solution that will not work with the prospects at all.

Next, continually take time to think. Contrary to what pundits are saying (and how numerous these so-called experts are), not replying immediately during the telemarketing call is not a sign of slowness or stupidity. Rather, this is the period where you have to consider everything the prospects have said. In this way, you can come up with a really good answer to their concern. You just need to inform them that you are considering what they said carefully. They will indeed acknowledge that.

Lastly, address the issues raised. It the time for you to suggest a working solution since you have understood what is needed. Return to your prospects, concentrate on how your solution can make their lives easier and tell them what you think they will need. Concentrate more on the benefits, not the features, since this is what prospects are after.

Do this, and you will be more effective in your lead generation and appointment setting campaign.

Belinda Summers works as a professional counsel. She assists businesses increase their revenue by lead generation and appointment setting services through telemarketing. To know more about this visit:

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