How Can Web Security Firms Improve Sales Leads Production

How Can Web Security Firms Improve Sales Leads Production

Website security is pretty much an in-demand business in the IT and software industry. Considering the cost of protecting company’s computer and web systems from illegal access and usage, offering such a service to potential sales leads is good business. Still, the challenge here for web security firms is how to make their offer sell. Think about it this way: there are so many of you in the market right now, and the number of potential customers can be limited. This poses a challenge to your B2B lead generation efforts. You want to sell something, right? But you want to sell a lot. How will you be able to do that? Well, here are some suggestions that you can follow:

  1. Make a quick sale – the idea here is that you are offering a product or service for a limited time only. This creates a sense of urgency in the minds of your B2B leads prospects, an impression that is bolstered by your marketing efforts. The best example of this would be the infomercials you see on TV. Done properly, this can help them make money.
  2. Give exclusive offers – another way to make customers respond better to your B2B appointment setting calls is by giving them special offers or perks. This is especially useful for long-time customers, who now feel that they are valued by your company. You should also use this as a form of lead nurturing, essentially a way to maintain your connection with your customers.
  3. Get help from your distributors – one way to improve your sales is by getting your distributors in the act. There are a lot of them who are willing to ship items closer to the start of selling season or can sell items immediately after the lead qualification period. If you can choose your marketing partner well, you can make a sale much faster than you expect.
  4. Collaborate with other companies – especially those who share the same business with you, but are not competitors. A classic example would be the Windows software suite that was shipped inside IBM computers. This helped the fledgling company become a big name in the software industry. It also helped reduce the marketing cost that the Redmond, VA-based company would have incurred.
  5. Always aim to delight customers – this is such a simple aim, but this is also one that can assure you good sales. The aim of marketing is not just to sell an item. You are also aiming to please, delight, wow, excite, etc. the minds and interests of your B2B leads prospects. This is the one reason why products such as Windows, iPhone, Mars, Axe, etc. are so much in demand in the market today.
  6. Outsource the marketing campaign – if you cannot do it well, then let others do the hard work. Really, there are a lot of things that you can do to improve your business, aside from promoting or anything. Just concentrate on what you do best, and it will be fine.

Try following these tips, and your sales leads problems will be lesser, if not gone.

Be Better In IT Telemarketing In Five Ways

Be Better In IT Telemarketing In Five Ways

For an IT managed services company, getting more sales leads can be pretty hard. So, when you have the chance, when you are given an opportunity to speak with potential customers, you should take it as an opportunity for a sale to happen. Do not waste it. Well, for some marketers, especially those who use B2B telemarketing as the communication medium, doing that may seem to be a pretty daunting task. In any case, it is all about proper management. B2B lead generation is not a mystery. It is part and parcel of your normal business operations. If you know how to properly handle a business conversation, then you will not have any problems. Now, here are some tips that you will find useful during the conversation phase:

1. Break topics into smaller pieces – the average attention span of a busy manager is just half a minute. If you want to speak your piece as to why your offer is the best, break the sub-topics into, at most, thirty-second long talks. This will also help organize your thoughts and pretty much get your topic across your B2B leads prospect.
2. Watch out for boredom – yes, this will be tougher when all your talk is on the phone, but you can always note the verbal and non-verbal cues that your prospects display through the phone. The signs can be easy to pick up, like sighs, interruptions, coughs, etc. Carefully gauge the interest of your prospect. If you suspect that it is waning, work harder on getting it back.
3. Seek permission for story-telling – while you might be able to get your message across better by telling a story, always ask permission first. Stories can be lengthy, and if your business prospect is a busy person, they are least likely to have the time to listen. Lucky for you if they allow you to. If not, then you can only do your best in describing the benefits that your offer can bring.
4. Be direct – since time is of the essence here, most importantly on the side of your prospects, your appointment setting team should not waste it. Tell them to go straight to the point. You need to get your message across quickly. Going around the bush will not make your prospects think that you are wasting their time: you are wasting their time.
5. Focus on value – value is everything, make no mistake about it. While your pricing may be a bit high, it becomes a moot point if your business prospects see that accepting the products you offer will be beneficial for them. You have to be clear, concise, and concrete in describing the value your company can offer.

In any case, these tips would work well when you are actually doing it. Still, just to be sure that this is properly done, you can always outsource this to a professional B2B lead generation agency. These firms would have the people, equipment, and the capabilities to bring you more customers.