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Following Up Software Leads Requires Good Data
Following Up Software Leads Requires Good Data
When doing cold calling follow-ups to potential b2b software leads, it requires the existence of good data to complete your marketing campaign with success. Read on to the following article to know more.
Encino,
CA (California),
United States of America
(prbd.net)
29/02/2012
A B2B software product (like a payroll system) often times leaves the buyer asking for some time think about it. This is natural because software like that might need quite a sum even though it's critical for improving employer-employee relations. They would need to check with their budget, what other alternatives there are, and even might ask for direct input from their own people.
This is something you need to take in consideration for your B2B lead generation strategy. A prospect that doesn't immediately say yes or no should be kept a close eye on.
First off however, let's review the viable options of B2B lead generation. For software, chances are you might rely on email marketing and promoting a website. However, lots of decision makers and executives leave their inboxes in the hands of unscrupulous spam filters. Perhaps relying only on just email is very insufficient so it's no surprise that you'll be suggested to use additional methods of online marketing (like SEO). There's also telemarketing which is also more direct but it might a little bit outside your computer expertise now. Even professional telemarketers admit that their practice gets a bad reputation due to poor execution. On the other hand, a real person on the telephone can have more accessibility to your targeted decision maker compared to just email.
Whichever method you'll choose, the most important thing in following up is data. More specifically, good, consistent, and fresh data. If you contact your prospect on the grounds of outdated information, your call will not be well received or if you used email, your message will be lucky to just bypass the spam filter and get manually sent to the trash bin. Neglecting to constantly refresh you information might also blind you to the actions of your competitors. It doesn't do well for one's confidence when you think you had a good lead only to find out that they've already bought from a rival.
In lead generation, your people shouldn't just gather large amounts of contact information. They should also be trained to analyze it, break it down to further specifications, and more importantly, learn to update it for every follow up. This in turn makes your database a good reference for follow up strategies. Did your contact specify a date? Did they give other information to help determine the best time to call them again? Are they planning to go out of town for a while but will have a decision upon return?
These are just some of the questions that can leave your people stumped if they you don't get them into the habit of maintaining your database.
Realistically speaking though, recruiting and training people to contact and follow-up on your prospects might not be within your own company's budget. Getting the data analysts and the technology to keep your database fresh would even just add to that costs.
In cases like this, outsourcing is often suggested. There are plenty of software telemarketing agencies out there who have already invested what is necessary to succeed in the practice. That, plus their experience, might even save you the trouble of procuring a list of leads yourself. Their contact databases are already filled with a lot of information that is all constantly updated. Get in touch with them and start improving your follow up strategies!
A B2B software product (like a payroll system) often times leaves the buyer asking for some time think about it. This is natural because software like that might need quite a sum even though it's critical for improving employer-employee relations. They would need to check with their budget, what other alternatives there are, and even might ask for direct input from their own people.
This is something you need to take in consideration for your B2B lead generation strategy. A prospect that doesn't immediately say yes or no should be kept a close eye on.
First off however, let's review the viable options of B2B lead generation. For software, chances are you might rely on email marketing and promoting a website. However, lots of decision makers and executives leave their inboxes in the hands of unscrupulous spam filters. Perhaps relying only on just email is very insufficient so it's no surprise that you'll be suggested to use additional methods of online marketing (like SEO). There's also telemarketing which is also more direct but it might a little bit outside your computer expertise now. Even professional telemarketers admit that their practice gets a bad reputation due to poor execution. On the other hand, a real person on the telephone can have more accessibility to your targeted decision maker compared to just email.
Whichever method you'll choose, the most important thing in following up is data. More specifically, good, consistent, and fresh data. If you contact your prospect on the grounds of outdated information, your call will not be well received or if you used email, your message will be lucky to just bypass the spam filter and get manually sent to the trash bin. Neglecting to constantly refresh you information might also blind you to the actions of your competitors. It doesn't do well for one's confidence when you think you had a good lead only to find out that they've already bought from a rival.
In lead generation, your people shouldn't just gather large amounts of contact information. They should also be trained to analyze it, break it down to further specifications, and more importantly, learn to update it for every follow up. This in turn makes your database a good reference for follow up strategies. Did your contact specify a date? Did they give other information to help determine the best time to call them again? Are they planning to go out of town for a while but will have a decision upon return?
These are just some of the questions that can leave your people stumped if they you don't get them into the habit of maintaining your database.
Realistically speaking though, recruiting and training people to contact and follow-up on your prospects might not be within your own company's budget. Getting the data analysts and the technology to keep your database fresh would even just add to that costs.
In cases like this, outsourcing is often suggested. There are plenty of software telemarketing agencies out there who have already invested what is necessary to succeed in the practice. That, plus their experience, might even save you the trouble of procuring a list of leads yourself. Their contact databases are already filled with a lot of information that is all constantly updated. Get in touch with them and start improving your follow up strategies!
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For more information, go to: www.erpsoftwareleads.com
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