Ever wondered how you can generate the sales leads that your business will need? Traditionally lead generation specialists will say that the critical factors would be features, quality, and price. In the past, that is true, but it is different these days. These three factors are just the start of the process, the point where you try to convince the business prospect to even listen to you. The only way for you to differentiate your business from others is based entirely on your sales person. What they do will either turn prospects away or not. So what should they do?
To start with, they must always aim to help their prospects. Anything short of that will only earn you the dislike of your prospects. Be informative, easy to reach, and ready to talk to. The tool used to communicate with them also plays a crucial role, whether it is social media or telemarketing. And please, do not train them to focus only on price objections. Price is just one of the initial barriers. There are other deeper, more important, factors that can affect buying behavior of business prospects. Knowing these subtle factors can really make all the difference in your sales lead generation process.
Differentiating your business is no longer just a matter of what you offer. How you offer your products or services also play a key role. So, get close to your prospects, help them grow. Give them facts and tips that they will need for their business. Only then can you say that you have generated B2B leads right.
