Friday, October 26, 2012

Lead Generation Challenge: Changing Buying Habits Of Prospect

As we assent our sales lead generation campaign, we will encounter difficulty that will change our business outcome. In addition to, challenges is the usual buying ways of business prospects. Not having the idea the latest fads or traditions of people we encounter with impact influence our aptitudes in generating sales leads. Now a days, gaining business to business leads is no longer about gaining the best product or service. Affirmation is no longer the basis in captivating a portion of the market; there is other reason. For you to catch a prospect's mind, you also have to propose everything else in between. Your outcome will determine whether you close a deal or not.

In the past, if we want to be assured of getting quality B2B leads, we focus a lot of attention in improving what we offer. Often times, we would spend a lot of our energy, money, and research in improving our product line. It did get us a lot of sales leads - in the past. But that is not the case at present. As a marketing professor in college once said, "The product is not everything; we must constantly delight and surprise our customers". All the little details that go along with our offer can make or break our sales operation. This focus on presentation and appearance could perhaps best explain why the late Steve Jobs was able to make Apple, Inc. the business powerhouse it is today. From the curves of his electronic gadgets to the packaging, Jobs made sure that it is appealing to the eyes of the buying public.

Aside from appearances, the level of customer service provided by your company also plays a key role. It matters not if you have the most advanced product or service, if you cannot provide a level of customer service so desired by prospects at present. In other words, you have to be constantly in touch with your market, ready to answer every concern raised about your offer. You will have to employ a variety of communication tools in order to monitor what is going in. Emails, forums, social media and even telemarketing all play a key role in providing your customers and prospects a level of assurance that you will be there for them even after purchase.

It will also pay to be proactive in anticipating customer concerns. In case you are certain that an issue or problem will be affecting a large number of people, it is best that you take the first step and contact them. You can do it through social media channels, an email blast, or a little old-fashioned telemarketing. It is necessary to assure your customers that you are on top of the situation and are taking steps to address the problems. You may have a reputation of product quality, but customers do not really put a lot of value to it anymore. What matters to them is whether they can get in touch with you quickly or not.

This is the challenge for today's lead generation and appointment setting work. Can you handle it?

Belinda Summers is business development consultant specializing in b2b business lead generation for mid-size ang large business industries. She has been writing tips on how to market your business effectively through telemarketing and online marketing. Get informative insights on lead generation and telemarketing at

EasyPublish this article:

No comments:

Post a Comment