Dealing With Price Objections? Handle IT Sales Leads Better In Five Ways

You have to admit that the network monitoring industry is a pretty good one. After all, when it comes to business operations that span all over the globe, one needs to have a way to monitor all the employees. The problem here, if you have not identified it yet, is the need to find and generate sufficient IT sales leads for your business. That would require you to have a really good IT lead generation process set up. Not only that, you must also be able to handle objections from your prospects. How will you address concerns on, say, price? That is one common topic. The way you solve that issue will determine whether you make a sale or not. And here is how you do it:

  1. Know the truth – when your prospects say that your offer is too expensive, do they really mean it? If price was not an issue, would they still buy from you? If they say ‘yes’ to the latter, then there is hope to getting that deal. If ‘no’, then there is nothing you can really do. You might as well walk away from it. This is something that first-time marketers tend to forget, with all their thought absorbed on how to make a sale.
  2. Is the price objection a condition? Closely related the negative response in the above factor, this is the part where price is such an absolute factor to your B2B leads prospects that they simply could not make a deal with you at all. I mean, there is no point pursuing them if they have no budget for it. Such prospects are practically impossible to negotiate with
  3. Try putting on their shoes – a little empathy can go a long way, especially if the objection raised is just a simple issue of pricing and payment. Here, the prospect is willing to buy or sign up with you. It is the payment terms that they are having a hard time dealing with. Try to understand what they are getting to. See what solution both parties will find to general agreement.
  4. Concentrate on the issue, not on you two – one mistake that B2B telemarketing representatives commonly make during their appointment setting call is to see such objections as a battle between their price and the price of their prospects. Honestly, that would be a losing arrangement, for both sides. Try approaching the problem like partners. Not only will it be less stressful, you both might actually come to an agreement.
  5. Find the answer – closely related to point number five, you must get your business prospects to work with you on a solution. Some of the best business deals are sealed because the prospect and the seller worked on a common solution. In this way, the prospect got exactly what they were looking for. It would be a win-win situation for all.

Yes, you can make a sale, despite price objections. You just have to be creative and resourceful enough for your B2B lead generation campaign.

Winning More IT Sales Leads, Without The Price Cut

In today’s highly-commoditized market, the strength of your brand in attracting more IT sales leads is no longer as secure as it was before. If your competition can bring something that works just as well, but at a cheaper price, you can be sure that everyone will flock to it. That is the same thing that will happen to them if their competition does that as well. This is the same story in any kind of industry you belong to, be it in ERP software, POS service, email, etc. But you can keep your customers and make your IT lead generation campaign effective. And there are a lot of ways to do that.

  1. Talk more about them – whatever new product or service that you would announce, make it a point to focus your message on what your customers will want to hear. There should be no ‘we’re happy to announce’, ‘we’re excited at the opportunity’, or anything like that. Rather, concentrate on what makes your customers feel great when they talk about you.
  2. Give your non-buying customers a call – you can do a telemarketing survey on customers who end up not buying from you. Experience will teach you that there is no question that is more revealing than you asking “why did you not buy?” to customers. This opens up a lot of data that can be used to improve your marketing efforts.
  3. Always add a little ‘extra’ – now this is something that a lot of companies really fail to understand. When you add something extra, it is not in preparation for the next purchase. It is that additional benefit that you give for those who made a purchase now. It could be a 10 percent off the sales price on cash purchases, a free pizza, or even something as simple as a personal ‘thank you’ note to your customers. This is a good way to keep B2B leads positively thinking of you.
  4. Prepare for future needs – in today’s marketing, it is not enough to make a sale. You must also have the effort to ensure that you have your prospect’s back, in case something comes up in the future. For example, if you sell cars, then you should anticipate their need for new tires, accessories, or anything else that would add value to their purchase. Even if you do not provide that service, you can always make their lives easier by helping them find those who can.
  5. Find more sales leads for your sales lead – well, if you are going to cultivate a long-term relationship with your customers, you should also make an effort to get them customers of their own. This is a good way to get your B2B appointment setting involved with their business process, as well as ensure that you have continued connection with your prospects.

As you can see, even without a price cut, you can stir be effective in your B2B lead generation campaigns. It is all about being creative and resourceful enough to use your company’s strengths in attracting more B2B leads.

IT Mistakes That Ruin Your IT Lead Generation Management

Now that you are in the IT lead generation business, you should remember that doing business here is in a different dimension compared to our normal brick and mortar business models. But still, with the way markets change, you know that you have adapt your B2B leads generation process to the new marketing landscape. And adapting to that means making it preparing for the challenges, as well as avoiding some tech mistakes that can affect your IT sales leads being worked on. So, what are these blunders that you should be avoiding?

  1. Buying the wrong equipment – or cheap ones at that, since these two are the most common errors committed even before an IT lead generation campaign takes place. Yes, you may be able to save a few bucks from the cheaper stuff (or finally be able to get some spanking new equipment, for that matter) but if it does not help in your work, then you are not getting it right.
  2.  Using weak passwords – data and hardware security is very important, that is why you should put passwords on your devices. The problem here is the strength of your passwords. You can never trust the power of password protection. A skilled hacker could easily get that, or you would probably let it slip and end up informing the others.
  3.  Think that you are anonymous – all right, suppose that you are using a pseudonym and an avatar online, you think your identity is safe, right? Unfortunately, that is not the case. No matter what you do, there will always be a way to uncover what you have hidden. So, if you do not want your deepest secrets spilled out when potential sales leads Google about you and your business, please do not post anything online.
  4.  Using the cloud to store sensitive data – for a lot of businesses, especially the smaller ones, the allure of cheap cloud storage services can be very irresistible. But here is the problem: what assurance do you have that the B2B leads data you store there would remain safe. Remember,despite the advancement in online security, the fact that you do not have your data on your company site, left in the hands of outsiders, can be a major security risk. This is something that you must seriously consider before making a decision.
  5.  No anti-virus software – really, this is one aspect that a lot of business owners tend to overlook. Anti-virus software programs are designed to protect your computers and servers from unauthorized access, as well as malicious programs that may steal data or, worse, delete it from your business database. It may be expensive, but trust me, it is all worth it.

These five tips can serve as a good start to a proper appointment setting campaign, even for those conduct IT telemarketing campaigns. You can learn a lot more as you go about your work. Just remember, to use common sense. That is the safest route that you should take.

Five Pointers To Effective IT Marketing Leads Generation

Five Pointers To Effective IT Marketing Leads Generation

When generating qualified sales leads in the IT industry, you have to first understand the importance of getting in touch with your market. Some might think that this is a mystery, but it is really not. Rather, it is in knowing what you should and should not be doing during your B2B lead generation campaign. You can forget all those clever marketing suggestions and analysis by pundits. Sometimes, you just have to personally dive in and get your hands dirty. Only then will you know what is wrong and what you should be doing. As for becoming more effective in generating marketing leads in the IT industry, you need to take note of a few essentials:

  1. Observe the trends – the most basic of your marketing campaign. You know that you need to sell something, but you can only do that if you know what your market needs. Buyer behavior and product trends change quickly, so you should put some effort in studying the trends and anticipating what the next ‘big thing’ would be.
  2. Get your pricing right – you know that price is the biggest issue when it comes to selling. If it price too high, your B2B leads are most likely to back off. If it is priced too low, then they think that you are cheap. Getting that balance between the two is essential. You have to make a profit, but at the same time encourage people to buy from you.
  3. Manage your operations properly – the reason why some marketing campaigns are in trouble is because of improper management of the people assigned to it. For example, if you are going to use B2B telemarketing, you have to have a good calling list, skilled marketing personnel, not to mention the right equipment to get the job done. You have to be very good at organizing and managing these if you want to get good results.
  4. Concentrate on quality – this is an addition to point number two. If you can provide your customers and potential sales leads with very good products, the price can easily become a moot point. When your customers see that you can consistently deliver quality products or services, they are more likely to stick with you.
  5. Go for profit – this is one factor that a lot of business owners and managers overlook. Yes, you need to make a profit, and everything you do should be geared towards that goal. Well, this point will not apply for non-profit companies, but you have to admit that the profit you generate could be used to further your business. You need it.

Still, marketing can be hard for some companies, especially those who are still starting up. For these companies, it might be a good idea to invest in some outsourced IT leads generation agency. You just have to choose the right partner, one that will function harmoniously with your own business. As a business investment, this is one guaranteed to help make your B2B appointment setting efforts a success.

Dealing With Price Objections? Handle IT Sales Leads Better In Five Ways

Dealing With Price Objections? Handle IT Sales Leads Better In Five Ways

You have to admit that the network monitoring industry is a pretty good one. After all, when it comes to business operations that span all over the globe, one needs to have a way to monitor all the employees. The problem here, if you have not identified it yet, is the need to find and generate sufficient IT sales leads for your business. That would require you to have a really good IT lead generation process set up. Not only that, you must also be able to handle objections from your prospects. How will you address concerns on, say, price? That is one common topic. The way you solve that issue will determine whether you make a sale or not. And here is how you do it:

  1. Know the truth – when your prospects say that your offer is too expensive, do they really mean it? If price was not an issue, would they still buy from you? If they say ‘yes’ to the latter, then there is hope to getting that deal. If ‘no’, then there is nothing you can really do. You might as well walk away from it. This is something that first-time marketers tend to forget, with all their thought absorbed on how to make a sale.
  2.  Is the price objection a condition? Closely related the negative response in the above factor, this is the part where price is such an absolute factor to your B2B leads prospects that they simply could not make a deal with you at all. I mean, there is no point pursuing them if they have no budget for it. Such prospects are practically impossible to negotiate with.
  3. Try putting on their shoes – a little empathy can go a long way, especially if the objection raised is just a simple issue of pricing and payment. Here, the prospect is willing to buy or sign up with you. It is the payment terms that they are having a hard time dealing with. Try to understand what they are getting to. See what solution both parties will find to general agreement.
  4. Concentrate on the issue, not on you two – one mistake that B2B telemarketing representatives commonly make during their appointment setting call is to see such objections as a battle between their price and the price of their prospects. Honestly, that would be a losing arrangement, for both sides. Try approaching the problem like partners. Not only will it be less stressful, you both might actually come to an agreement.
  5. Find the answer – closely related to point number five, you must get your business prospects to work with you on a solution. Some of the best business deals are sealed because the prospect and the seller worked on a common solution. In this way, the prospect got exactly what they were looking for. It would be a win-win situation for all.

Yes, you can make a sale, despite price objections. You just have to be creative and resourceful enough for your B2B lead generation campaign.