Software leads for complicated technologies like HR systems have surprisingly simple counterparts in consumer software. Whereas consumers consult the specifications of their own hardware before buying, software leads are simply the larger version of that and it just becomes more important to share that information between B2B seller and buyer.
There are other sources of software leads besides the main channel utilized by your lead generation campaign. And even if these do not create software leads outright, they can still provide information that supports the lead generation process. One of the most popular examples is customer service. The way it has been used can stand as a model for how other business processes can be geared towards getting more prospect information.
Software leads are not just an indicator of one method’s performance. They indicate the performance of combined methods as a whole. Just because some marketers are not fully invested in one particular channel does not logically follow that their software leads are at a complete low. On the contrary, sometimes they are just as efficient using other methods (if not more).
Abusing the marketing means to acquiring software leads is a problem that dates back even to the early days of advertising. Businesses would often employ the strategy that seems to work real well at first but slowly lose their edge once people catch on to the tricks. And as more software leads are generated online, history stands a chance to repeat itself.
The lead generation process is not exempt when software vendors focus on applying the latest knowledge, resources, and tools to create, promote, and sell their products. However, they are also not blind to the fact that just because something is new, it will prove itself useful right away. Even today’s popular lead generation strategies still make use of old tools that have yet to run their course.
Software leads may represent a new target market but the concept of targeting itself has been around since the marketplaces of ancient history. Even during those time, businesses have long preferred customers who are most interested in their wares because it makes them most likely to buy. In present day, your software leads represent those good customers but at the same time, you also need to have the right products to match.
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.
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.
Part of the software lead generation process is listening to what potential customers want from your products. More specifically, you are likely to discuss specifications (or specs for short). On the other hand, it would be unrealistic to assume that B2B software (e.g. accounting applications) have a lot of specifications to discuss. Some offer customization while others imply a need for compatibility.
It would be a bad idea if that conversation took too long delayed other steps you still need to take for qualified lead generation.
Another obstacle to closing IT sales lead generation is when prospects cannot make up their minds. But while indecisiveness can be unbecoming of a business, part of the fault could still lie within you. A common fault among IT sales professionals is overloading prospects with too much information to the point of complicating matters.
IT Sales 101: Minimizing The Info Overload
From the moment you look for B2B leads to the end of the IT sales meeting, you have to avoid spilling the following so that your client will not have too much in their mind to make up:
- Options: When qualifying, do as much research as you can on a prospect and that includes the number of options that appeals most to them. You will have more success in IT sales if you informed yourself of what your prospect is likely to choose instead of forcing that burden on them.
- Product Information: Everyone wants to know what they are buying. That does not mean they necessarily want to know everything! To speed up the IT sales appointment, your best bet is a quick trip to the bottom line. Condense the information of your IT sales letters and pitches to the size of what simply want to know.
Related Content: How IT Sales Can Save More Opportunities
- Pricing: Price is yet one more classic obstacle for IT sales. Complicating it with a price-resistant prospect just makes it worse. Refrain from getting into the technical details of your software too soon. Start first with something simpler like comparisons or returns.
- Project details: Some IT sales appointments are likely to discuss project outlines. Again, try to keep it simple. Tell them how long it might take, how payment is done, and how you can make transitions as painless possible. If your are using these outlines prior to IT sales instead (e.g. in your marketing materials), then all the more so because readers do not have study it thoroughly.
- Technical terms: Finally, you cannot forget the most popular form of information overload and that is excess jargon. Just by itself, too much jargon can diminish your IT sales leads (let alone give you a better chance for IT sales). You will have an easier time simplifying the previously mentioned details if you kept the use of jargon to a minimum.
Related Content: Why Software Leads Do Not Mix With Software Lingo
Now as much as IT can be complicated, it really helps if you simplify your perspective to that of your customers. It is time that IT sales professionals start asking themselves easier questions like. What is it that they want? Is it possible, yes or no? Is it worth all the investment? (On a side note, your IT lead generation service might know a thing or two about condensing your expertise to answer those questions.) Keep things simple for IT sales so your prospects can finally make up their minds.