Conducting a lead generation campaign in Singapore can be a big problem, especially if you fail to get in touch with the right business prospects or, more exactly, the right decision makers. Each organization has may have different decision makers but, generally speaking, there are three people that you should reach. This can affect your ability to generate qualified sales leads. Knowing who these people are will be the key to ensure success in your appointment setting process. Now, who are they?
- The access person – basically, he is the first person that your telemarketing representative should gain in favor. They are the ones who can provide you with inside information, as well as entry to the organization. Your credibility rests entirely on the trust the access person will give you, so you should do your best to impress.
- The problem person – he is the next person you should contact, since they will be the ones deciding whether what you offer is something they need or not. This is where your product knowledge and expertise is needed. If you can impress them, then you are two steps closer to turning such B2B leads into an actual sale or deal.
- The budget person – the last, but definitely the most important of all decision makers. They are the ones who decide whether your offer is within the restraints of company finances. You will need to be a little bit flexible and skilled in negotiations, since the aim of this person is to reduce company costs.
Once you get the approval of all three decision makers, success in your lead generation campaign is assured.