When you’re in the industry of Business Intelligence software, you’re going to be doing a lot to impress your prospects. This isn’t talking about making commercials that reach out to a vast majority of the public. On the contrary, the number of people you’re going to be impressing is significantly smaller. Smaller, but at the same time, they hold more potential for sales than the vast majority.
These are the CEOs, the powerful executives, and all other high-ranking corporate decision makers. In other words, these are the big bosses to which you must do everything to impress. From the moment of contact to finally sitting with them yourself in a meeting, you have to keep them interested every step of the way.
Unfortunately, one single flop in any step and all the money and time you spent is automatically considered flushed and wasted.
Why are these people so hard to please? Well, frankly, it’s not entirely their fault. They are busy people with the weight of whole enterprises on their shoulders. And while it is understandable from your perspective to find this rude, they have pretty good reasons to ask you what makes you worth their time. Their schedules are filled with more meetings and organizing whole departments than lounging about in pools and yachts (contrary to what popular media often portrays).
However, don’t despair. There are a few common things that these people find impressive. The most hard-hitting of all though is information. More specifically, information on their firm and how your software can help them run things better. If you tell them something that will establish their need, you will definitely have a higher chance of them wanting a meeting with you.
Be warned though, such information doesn’t come cheap. Remember that you need to already make a good impression upon contact. This means the information must be actually obtained prior to that. There’s also the question of what method of communication to use. In the B2B market, personalized emails and telemarketing are both cited as effective means of heading straight to your target executive. The truth however is that even despite the many successes of those who used it, those without experience will instantly stumble in the face of obstacles. For email marketing, you have spam filters and secretaries who look through them in place of the busy boss. For telemarketing, that same secretary could also serve as the gatekeeper and if you don’t know the right words to say, consider yourself (or calling representative) stuck.
Now let’s take each obstacle one at a time. The first challenge is to acquire accurate and up-to-date information that you can act upon without coming off as uninformed. At this point, you might have some people suggest that you use a list. Be careful though as you might end up having to refine it further along the campaign. The second challenge is communication. You need to have trained professionals who are experienced enough to deal with the obstacles that are stopping your email invitations or rejecting your calls.
Of course by now, you’re probably thinking that the costs of it all might just cripple your finances. Not to worry, just simply outsource lead generation services. They are not only equipped with a reliably contact database of their own, they are also known to use a variety of methods together (like combining telemarketing with email marketing). Call one today and start impressing your prospects with what you know about them.