Your software leads are generated based on a desire to upgrade, to improve. Prospects would not be so interested in acquiring something like, say, new accounting technology if they did not see it as a bit more superior to what they currently have (at least in some respects). Upgrades however still come in a variety so your prospects should also inform you on which upgrade they want to make use of first.
Having software leads from different industries does not always mean their demands will be drastically different. (Although, variety is the spice of life.) The differences are mainly on the surface and right underneath, a lot could actually remain the same. It is like the similarities between science-fiction and fantasy. The differences are only aesthetic but the similarities are hardwired into essence. Imagine if they represented two different software leads?
As you already know, lead generation strategies do not always have to drop prospects that lack the needed budget. Follow-up strategies and a little bit of patience might be all that you need. However, sometimes a prospect’s savings are not enough. It would be like stowing away cash to buy fancy equipment but it turns out harder to use once bought. Your lead generation campaign should always educate prospects!
Pricing is not just an obstacle to software leads. It gets worse when it has been labeled unfair. It is like a scarlet letter on your company’s product to be called overpriced. If you are panicking, you are right to do so but it is much better for you to calm that panic by finding out why exactly has your pricing been judged that way. Who knows what could be happening to your sales leads if word like that starts to spread.
Software leads may not be like window shoppers but you can learn a lot from the latter’s habits when it comes to finding out what your potential customers want. What is interesting is that your target market generally has a lot less time to browse than the typical mall hopper. That should give you more reason to watch in your inbound software leads closely because there is definitely a reason for they are there.
What is the best way you can use software sales leads that brought you great success? Most often the answer is to tell the world. You request a testimony from the happy client and then include it for all marketing purposes imaginable. It is almost like your software leads have become bragging rights. The question is: Should they be?
Your software lead generation tools may be simple but that simplicity could be all you need to see if you are going for a monopoly and assess it as good or bad news for your software firm. Monopolies have always existed in the world of business. Their role in history has been a mixed demonstration of both corporate greed as well as the human capacity to offer something unique. Lead generation is your means of sifting through that mix.
The success of your lead generation campaign should not always be based on the amount of money prospects ended up spending on your BI software product. In fact, sometimes the amount spent on you could be an indication that you are on the way to failure! And among the sub-industries of business software, BI is the field that determines whether an amount spent is an indication of progress or an epidemic of wasteful spending!
One of the obstacles to obtaining software leads for today’s technology is the fear of creating something invasive. Privacy advocates should not be underestimated when it comes to blowing whistles at the slightest hint of something intrusive or restrictive. On the other hand, sometimes you can only qualify software leads by implementing semi-invasive measures to encourage good user habits with your software.
Recruiting problems are a clear sign of sales leads for HR software vendors. However, sometimes the problem is not that your business client keeps finding the wrong people. Sometimes the wrong people find them. Therefore, another sign you could look out for in your sales leads is a tendency to badly mix up their recruiting.