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.
When setting software appointments, one of the things B2B companies do is to keep mum about pricing until a prospect is 100% committed to hearing you out. It can be compared to the simple act of not putting on the price tag until you know that a customer is going to buy the item in the window. However, what about those who make software appointments difficult for the very reason that they need to know the price first?
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.
Many people say that software leads are not as easy to require. Like recruiting, it is becoming almost automatic for experts to “tell the truth” about how the job is a lot more complicated than it looks. On the other hand, what if you are of those rare people who found software leads an easier job than you thought it was? Does this mean the future of your campaign is set for smooth sailing?
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!
There is nothing wrong a little dose of hyperbole for your lead generation campaign. There is everything wrong when it leads to sensationalism. Today, as online technologies enable more publishing of content, there is more room for that kind of sensationalism. Resist the temptation to turn your lead generation campaign into a supermarket tabloid!