In software services, to stand above the rest in the B2B appointment setting game is an integral part of your success. You want your sales leads prospects to trust you, to have faith in what you offer, and are more than willing to promote your business to those they know. But why is it there are so many firms having a hard time with this? Why are some so slow in gaining the trust and confidence of potential B2B leads? What is the reason for this? The answer is simple: communication. The main culprit in failed B2B lead generation campaigns is poor communication. And what are these errors?
- You talk while you think – a lot of marketers are guilty of this, especially those involved in B2B telemarketing. While it is true that you have to think your way around challenges in meeting business prospects, talking while thinking can cause you to trip, lose focus on your discussion, and generally make you look like a fool. A simple solution is to just think a bit before answering. This will give you some slack during business discussions.
- You do not follow through – I have had the opportunity to talk to a telemarketing representative selling Internet services, and she promised to call me back in ten minutes. Problem is, she did not. And it took someone else to call me back before any conversation can take place, in which I was in the negative. How to solve that? Follow through what you said. That person on the other end of the line is probably waiting for you.
- You end up debating – rebuttals are necessary for your business, but never should it become an avenue for you to argue with your prospects. Remember, you are the one in need of their business. Rebuttals are just there to give your B2B leads prospects more reason to do business with you. Having a debate, while spirited, will only antagonize them. You should avoid that as much as possible. It is for the good of your business.
- You provide solutions to non-existent problems – this is the typical ‘pushy salesman’ image that you should never develop. Keep in mind that your business exists solely to satisfy a need, and to ensure that the people receiving them are actually in need of them. Selling your prospects something they do not need is not only unprofessional, but also a sure-fire way to ruin whatever chance you have at making a profit. So, when you sell something, make sure the other party is actually in need of it.
Communication will always be part of business. After all, doing business is interacting with people. And what better way to interact with them than to communicate, right? Your ability to generate more B2B leads will depend on your skills in communicating. It may be hard at the start, but at least you have something good to work on. Just take your time and practice, and you will polish your communication skills.