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Influencers Invited Sales Blog

Know What Your Prospects Think During Lead Generation

A lead generation and appointment setting campaign will only be successful if you know what exactly you should be saying to your business prospects. This makes all the difference when you are intent on generating qualified B2B leads. Just imagine: your prospect is saying one thing, and then you are proposing another. Is that not such a huge discrepancy? If you want to be sure to get good sales leads, you really have to get inside the mind of your prospects. How do they operate their business? What are their concerns? Can they address these issues on their own? Can your business answer their needs?

Knowing what is inside your prospects’ minds plays a crucial role here. So, how will you do that?

  1. To start with, you have to ask the right questions. Performing a lead generation campaign is not just asking about the name, address and contact numbers of prospects. It is also the time where you get to know your prospects better. This is where you ask them pertinent questions, whose answers will determine their viability to your business. So you have to craft your questions well in order to get the best answers, not to mention avoiding ambiguities.
  2. Second, you need to learn how to relax. Listening is a very passive activity, where you soak up the information being relayed to you by your prospects. You cannot do that if you are constantly on the move, or tensed up. When you are on an appointment setting call, observe your physical movements. Are you relaxed, calm in mind, breathing properly? These little details can help you be a more effective listener.
  3. Third, you have to clear your head. Remember, you are listening to new information. This means you have to do away with that internal dialogue in you, where you automatically fill up or anticipate the blank spaces in a prospect’s description of their business or problems being faced. A lot of telemarketers, and even other marketers, are guilty of this frustrating habit. Not only that you are not learning anything, you might end up offering a business solution that will not work with the prospects at all.
  4. Next, always take time to think. Contrary to what pundits are saying (and how numerous these so-called experts are), not replying immediately during the telemarketing call is not a sign of slowness or stupidity. Rather, this is the period where you have to consider everything the prospects have said. In this way, you can come up with a really good answer to their concern. You just need to inform them that you are considering what they said carefully. They will actually appreciate that.
  5. Lastly, address the issues raised. Once you have understood what is needed, it is now the time for you to propose a working solution. Get back to your prospects, tell them what you think they will need, and focus on how your solution can make their lives easier. Concentrate more on the benefits, not the features, since this is what prospects are after.

Do this, and you will be more effective in your lead generation and appointment setting campaign.

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