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.

Learning Styles That Help Appointment Setters Best

Learning Styles That Help Appointment Setters BestTraining is important; there is no doubt about that. Without proper training or orientation, a company employee may not be able to perform his duties well. Indeed, it may be possible that he causes more harm than good in a company’s marketing and appointment setting campaign. That is why a lot of time, money, and effort is invested by business owners and managers in the training of their personnel. This can be a very powerful factor in generating a lot of qualified B2B leads. But still, there is no assurance that sufficient training will produce good results. We also need to understand the learning styles of your employees. Know what works with them best will produce the best results. So, what are the different learning styles that different appointment setters assume?

Let us start with the ‘participating’ style of learning. This is someone who prefers to have a more active role in class, absorbing the lessons being taught by actually being there. They can be thoroughly specialized in a specific task, or be capable of handling the needs of different business functions. The main downside of this kind of learners is that when they miss the class, their learning rhythm gets all mixed-up and disturbed. They get a really hard time trying to catch up later when they attend the next class. Keep this problem in mind in case you identify some of your telemarketing trainees to be like that.

Another learning style to remember would be the ‘translating’ method. Here, your trainees attend your class, learn your lessons, and perform it when the situation demands it. These are usually efficient learners who can grasp your concept quickly and apply it in situations that you deem necessary. The only catch here is that these learners do not remember your lesson verbatim. They interpret it and ‘transform’ it into a form that they understand. If you are into variety in your appointment setting processes, then these kind of people are for you. If not, well, it would be wise to look for other options.

The last style deals with concept of ‘connecting’. They learn based on their understanding of previous lessons. Here, stock knowledge plays an important role in the learning process. This can make the job easier for the lecturer, since all they need to do is to fill in the blanks that are in the head of the learner. The downside of this is also obvious enough – stock knowledge. If they do not have a clear idea on what the lesson is all about, then your teaching process will have to be more informative (and intense) in order for the lesson to be learned.

So, do you now have a better grasp of how your trainees learn their lessons? If you can match them to the right learning style, their ability to generate sales leads more efficiently gets heightened. This will be a very good set-up for your business. All you have to do now is to identify who should be using what learning method.

How To Handle The Gatekeepers In Your IT Lead Generation Campaign?

How To Handle The Gatekeepers In Your IT Lead Generation Campaign?If there in one set of people that serves as a constant source of vexation for many marketers, both new and veteran, then it has to be the gatekeepers. They are the usual people who answer our marketing call or redirect us to another number. And they also happen to be the one challenge, the acid test, of anyone conducting a lead generation campaign in the IT industry. If they like you, then they will bring you to their boss. If not, well you need to try your luck better in generating sales leads for the next time. Now, we all have heard how hard handling gatekeepers are, but if you can keep in mind the five tips below, then you can go off with a good start.

  1. Look for a vague person in charge – this is a strategy that is best done on the phone, so you will need the help of a professional IT telemarketing agency, in case you do not have one of your own. In this case, you request the gatekeeper to connect you to someone with a rather vague position in your target film. Usually, this will confuse them, prompting them to connect you to someone of a higher position. More often than not, this person is exactly you were looking for. Just be sure that the person’s title matches closely with the product or service you are offering them.
  2. Talk to your prospects before or after office hours – if you do this, then you will avoid facing the gatekeepers all together. Managers and other decision-makers usually are the last to leave work, so it might be a good idea for you to give this a try. Just make sure that you are not calling them in their homes, since this will create problems and complications that you just do not want to experience.
  3. Send an email beforehand – you may not receive the answer you want, but it is a good way to start the asking process. Try sending one to your prospect, or you can send it to the gatekeeper, asking him or her to forward your message to their boss. Sometimes, that can actually do what you requested of them.
  4.  Ask their help – in this case, you are treating the gatekeeper not as your opponent, but as a partner in your marketing campaign. More often than not, these people are privy to the thoughts of the executives and business managers that they work for. And if your IT appointment setting team can establish a good rapport with them, they can actually provide you with details that can help your marketing campaign. Besides, if they feel that you are credible enough, they might end up connecting you directly to their boss.

So there, these are just some of the tips that you can use in handling the gatekeepers of any business you wish to offer your services to. This will make generating B2B leads much easier for you.

The Lead Generation Networking Mistake Most Marketers Make

The Lead Generation Networking Mistake Most Marketers MakeNetworking – the one activity that a lot of marketers should learn to develop. You see, establishing a connection with many business prospects is very important. As part of your lead generation efforts, you need to meet as many people as possible and identify as many potential sales leads as you can. This is something that sounds easy, right? After all, you can meet prospects anywhere, like in trade fairs, symposiums, seminars, even inside that coffee shop in the next street corner. The problem here is this is the one activity that is most likely to fail you. Why?

You network too much.

Now, before start protesting that this is wrong, that connecting with hundreds of people is essential to networking, you have to first consider what you are after in networking. What are you aiming for? If you just want to spread your name to the most number of people, then your argument will stand. But if you are after relationship-building and conversion of prospects into B2B leads, then you are doing networking wrong. You are spreading yourself to much, meeting and interacting with too many people. Just imagine butter spread on a slice of bread, spread too thin. It ruins the butter’s flavor and it does not do anything good for the bread. It is the same thing with you and over-networking.

Let us face it, we have a limited capacity for establishing and maintaining relationships. While the numbers vary, research done by the University College in London revealed that our brain is only capable of handling no more than one hundred and fifty to two hundred and fifty connections. This only shows just how far we can go before we go nuts. If we want to expand our network, we need to use add more capacity. To use the bread and butter analogy, we have to get another spoon of butter to fully and satisfyingly cover that slice of bread.

So, what does it say about our appointment setting efforts, which also hinges on our networking skills?

Basically, we have to focus more on quality over quantity. There is no point adding all those people on LinkedIn, Facebook, Twitter, or whatever social networking tool you are using if you cannot manage them all properly. If you need to get more people, you need to add on your marketing team’s capacity. Hire more marketers or networkers. Let them concentrate on only a specific set of people. Nurture these leads, stay with them, fan the flames of interest, etc. Once you have successfully done that, you can then proceed with asking for the sale.

Now, if you have issues about more in-house marketers (maybe due to budget or logistics), that should not be a problem at all. You can always outsource these tasks to professional lead generation or telemarketing agency. They would be most helpful in helping you connect with others, and turn them into paying customers later on. It is not a bad investment, as long as you work with the right agency.

The Importance Of Appointment Setting In B2B IT Leads Generation

The Importance Of Appointment Setting In B2B IT Leads GenerationMeeting someone face to face can be very challenging especially if you are trying to sell something to someone. You always make sure that what you are about to say is right or else, a little mistake will surely compromise your goal in earning sales profits through face-to-face appointment setting services. If selling products and/or services to other people is very difficult, how much more if you are just setting up face-to-face appointments so that you and the prospect can meet face to and you feel hopeful that both of you will part ways smiling. Before you can ever meet the guy, you have a lot of thoughts going in your head. You might think that that customers of yours will say “no” even before you can open up your mouth and say something. What if he likes the product but doesn’t like the price? What if he is just trying to pull your leg? If person-to-person selling is that challenging, how much more when it comes to b2b to business to business transactions? What if a software company tries to have its sales agents and the decision maker of their client company meet face to face? What would be the outcome of the transactions?

Yes, telemarketing and appointment setting for software companies can be very challenging and very complicated and it takes more than just the knowledge of picking up the phone and calling someone and ask for an appointment. That’s why, most software companies will try to do outsourcing face-to-face appointment setting services to a b2b telemarketing company and let the professional appointment setters or telemarketers of that telemarketing company to do lead generation for them and calling up prospects and ask for appointment.

One might think that because these software companies can make their own software program and develop and customize it for lead generation purposes. But, the hardest and most challenging part in this whole process of generating qualified leads like software leads or business leads is to nurture these leads so as not to lose the opportunity to turn it into lucrative sales profits. Without nurturing these leads, sales agents will not be happy working with these leads and they will lose the opportunity to know more or to do a series of follow-ups and find out if there are some things that hinder the decision of a potential client in investing on the customized software program that can really help them resolve an issue or concern. Without lead nurturing and management, they might lose potential clients to competitors.

Appointment setting is also very important in the whole lead generation process and software companies, no matter how busy they are creating and developing customized software programs that can be offered to a specific company, they should find the time to set up face-to-face appointments. If selling something is important, appointment setting is more important because this will give any company a chance to generate and nurture sales leads and to arrange meetings for both buyers and sellers that will make give them higher financial gains.