It does not matter what you start with for your software leads. So long as it is only your initial encounter with a prospect, it will not be enough. Your software leads are qualified as the result of quality engagement with a potential customer. Even something as large-scale as event participation will only get you a name to follow-up on.
One of the primary differences between generating software leads from business organizations from that of individual consumers is goal-setting. Aside from the obvious differences in number, size, and complexity, there is also the difficulty of getting all those factors to align so as to not just ease up client meetings but can even help in actual implementation projects. Software leads possess informative clues that are belied by their size.
Telemarketing in the business-to-business sector is full of paradoxes. The prospects you are contacting are both individuals but at the same time entire organizations. There is only one person authorized to acquire your software (CRM software, medical software, accounting software, SAP, SAGE, Oracle and others) but their decision is weighed with the collective input of many individuals. How will your telemarketing strategy handle this? Balance collective and individual objectives.
When search for software sales leads, a popular indicator is a need for ease in a particular business process. For example, software leads for HR-related software are marked by a prospect’s need for easier management tasks. In this turbulent age of information, most people cannot afford delays and that includes processes like employee evaluation and recruiting. The higher this demand is, the more likely you will find your software leads.
Appointment setting and marketing maybe an important process in any business regardless of size or industry. That does not mean you can depend on it for everything and give 100% share of your success just to your appointment setting strategy.
Whether it is software or sales leads, a software is no stranger to the necessity of updates. It prevents programs from succumbing to possible bugs. It helps security systems keep up with new threats. And for software sales leads in particular, any technology that uses them in tandem (e.g. CRM storage) will find that updating them preserves the potential they have for acquiring more customers.
Both software leads and SCM information require a sufficient amount of timing in order to maintain steady flows. For SCM, software that delivers on time can ensure that the entire manufacturing chain can proceed smoothly. For software leads, timing ensures that messages are heard or read and follow-ups are executed to maintain interest until qualification.
Software Leads Should Be Qualified In Organized Sets
To ensure that software leads are found and then qualified without delay, a lead generation process is divided into steps. Following this, the same type of organization should apply when arranging your software leads. Categories can include:
- Time – Generating business sales leads starts with a much needed spark of interest. In turn, that message must be able to grab attention but is not too pushy at the same time. Selecting a starting method will determine the precise timing with which to both start and then follow-up on software leads. If you start with email for example, you need to know the most likely time your target audience will open their inboxes.
- Salespeople – Timing should also consider the schedules of salespeople. They are the primary receivers of your software leads much like retailers and customers will be the primary receivers of incoming inventory. Your software leads must be delivered not only on time but that time must be set on their terms.
Related Content: Use Software Leads To Get Out Of Hibernation
- Industry – Different industries can imply different work cultures. Different work cultures can imply differences in work behavior such as the time they will take to read through their mail or receive telemarketing calls. Both, by the way, can and have been used to qualify SCM software leads. Use the industry categories to help determine when businesses in a particular industry are open to B2B marketing.
- Budget – In lead generation, is important to know budget once interest has been generated. Because even if a budget is unavailable, you can still open the prospect for follow-ups. Knowing the budget can help you predict when that follow-up might be. The next time could be the moment when that prospect is finally included among your qualified software leads.
- Season – In addition, your lead generation strategy could also organize its software leads according to season. Some businesses might be closed for the holidays so follow-up upon knowing when the general population of decision makers gets back to work.
Related Content: Lead Generation – A Brief Overview Of Seasonal Marketing
One of the greatest challenges to proper timing is the obscurity that results in having different prospects having different response habits. Hence, organizing your software leads is the most logical solution. Manage your software lead generation strategy to categorize your software leads so their profiles can inform everything from the initial call to follow-up conversations.
Some software vendors might struggle with the concept of using software telemarketing to spark interest. However, it is as good a lead generation tool as any other digital ones currently trending the market. The challenge of mastering it is in fact one of the things telemarketing has in common with them. Many social and online marketers say that their methods require experience and effort. Using the phone is no exception.
Software telemarketing and follow-ups go hand in hand. There is never a guarantee that you can score a lead (let alone a sale) during the first call. In fact, the rise of criticism against cold calling might as well have killed what little guarantee there was left in the first place. Furthermore, as a CRM software vendor, you might occasionally have your image as a tech company work against you if you resort to telemarketing. Wrong or right, it is a popular opinion that the landline phone is going the complete opposite direction of advanced.
Your software lead generation strategy does more than market your software to prospects. It poses the possibility of positioning yourself between that prospect and their own customers. Unless your strategy includes taking this into perspective, you will be leaving out a critical element that could provide additional value to your lead generation campaign.