It is the new year. Time to clean up our act. Time to improve our business. Time to be better than last year. And it is also definitely time to change bad habits. And those are definitely habits that you would want to forget, since these will affect your ability to generate sales leads. In fact, this can prevent you from succeeding in your lead generation campaign. One of the biggest triggers your bad habits to surface is your ‘need to sell’. When you hunger for a sale, your thinking gets clouded, and you make mistakes. When you make mistakes, you end up making a mess of your appointment setting plans. Aside from that, there are also other bad habits that appear when hunger for a sale:
1. You talk first – this happens when you enter the room, launch directly into your product or service demonstration, and basically do all the talking. What is so bad about this is that you do it without first considering what your prospects need in the first. That is a very bad move, and that will definitely cost you your B2B leads.
2. You talk too much – this is another major marketing misstep that you have to break. Talking too much gives yourself away too early. Aside from that, it creates annoyance on the part of the prospects. If you really want their business, then you should also give them the chance to speak.
3. You manipulate discussions – remember, people are smarter these days. They can spot a manipulator from a mile away. And that is the last impression you would want to create in their minds. This is especially serious when telemarketing is involved, since only your voice will be heard by the prospects. This explains the negative lead generation reviews given by prospects.
4. You rush to close – now, if there is anything that business prospects hate the most, it is being made to rush by the sellers. Any responsible (and level-headed) lead generation specialist will know that decisions need not be rushed. Give the prospects time (plus a little, just a little, reminder from you) and you will really get more positive results.
These are just a few things that you need to remember when conducting a telemarketing campaign. While these are seriously bad habits, you can always make them right. For one, when you sell, you should do it with a clear mind, if you act all hungry for a sale, nothing good will happen. Second, put yourself in a context of plenty. You may not get that sale today, but you can always go to your pipeline to get new ones. And lastly, be conscious of your actions, never lose your cool. If you get carried away, you will lose your chance to generate good B2B leads.
You should also invest in a good lead generation team. Since they will be representing your company on the phone (which is the most likely task), you need to look for the best. It would be ideal if you can go to an outsourcing call center to help you.