How To Land A Big Deal In Lead Generation
Landing a big business deal is certainly a dream a lot of marketers like you wish to have. After all, this is the prize you would all be looking for after a pretty hardlead generation campaign. The challenge here is how to actually get it. You can do that by actively looking and talking to the right business prospects (basically speaking, the real decision makers). Now, talking to business prospects is not exactly a walk in the park, but you know that this is a necessary task. You need to generate qualified B2B leads. These are an important first step in getting that business deal that you really want to have. But how will you do that if you cannot talk to the real decision makers first?
There are several ways to do so.
For one, you can start by focusing on the problems at hand. Most, if not all, business executives are put in their current positions in order to business problems solved. You can grab their attention by offering them real business solutions to their problems. It may not have to be that big or fancy an answer, provided that your language fits the language used by the executives. Middle level managers are more interested in looking for alternate suppliers, so you are a bit more sales-focused there. But if you really want to clinch the deal, you should concretely talk about business solutions. Do that right, and you are halfway done in yourappointment setting process.
Second tactic you should use in generating B2B leads is by precisely defining your benefits. Business executives (i.e. the real decision-makers), are more interested in hearing the specifics of your business solution. It would be useful to have previous experience working with other firms. While you may not give out all the details, you can at least provide prospects with an idea on how you will do it. Besides, apart from a few tweaks or changes, the problems you solved in other business may mirror the problems faced by your prospects. It would be good if you use an effective communication medium for this, like telemarketing. In this way, you can use your experience as your strength.
Lastly, learn to use names. When you have to drop names, now is the time to do so. Of course, timing and the quality of the names matter a lot. Business prospects are interested in knowing who you have worked for. The bigger the names of companies you have served, the better your chances of clinching a business deal. When done right, name dropping is not a sign of desperation it is just one way of cementing your reputation during your telemarketing campaign.
In addition to the three mentioned tactics, outsourcing your work to a credible lead generation firm might be a good idea. This is especially useful if you lack the necessary resources and manpower to help you in generating sales leads. You can improve your chances of talking to the big bosses, and help you win that big business deal in the end.
There are several ways to do so.
For one, you can start by focusing on the problems at hand. Most, if not all, business executives are put in their current positions in order to business problems solved. You can grab their attention by offering them real business solutions to their problems. It may not have to be that big or fancy an answer, provided that your language fits the language used by the executives. Middle level managers are more interested in looking for alternate suppliers, so you are a bit more sales-focused there. But if you really want to clinch the deal, you should concretely talk about business solutions. Do that right, and you are halfway done in yourappointment setting process.
Second tactic you should use in generating B2B leads is by precisely defining your benefits. Business executives (i.e. the real decision-makers), are more interested in hearing the specifics of your business solution. It would be useful to have previous experience working with other firms. While you may not give out all the details, you can at least provide prospects with an idea on how you will do it. Besides, apart from a few tweaks or changes, the problems you solved in other business may mirror the problems faced by your prospects. It would be good if you use an effective communication medium for this, like telemarketing. In this way, you can use your experience as your strength.
Lastly, learn to use names. When you have to drop names, now is the time to do so. Of course, timing and the quality of the names matter a lot. Business prospects are interested in knowing who you have worked for. The bigger the names of companies you have served, the better your chances of clinching a business deal. When done right, name dropping is not a sign of desperation it is just one way of cementing your reputation during your telemarketing campaign.
In addition to the three mentioned tactics, outsourcing your work to a credible lead generation firm might be a good idea. This is especially useful if you lack the necessary resources and manpower to help you in generating sales leads. You can improve your chances of talking to the big bosses, and help you win that big business deal in the end.