B2B Sales Prospecting Tips - Rant About B2B Lead Generation Campaigns

http://www.marketing-for-business.com... How to Turn Cold Leads Into Lifelong Clients The jacket’s coming off...It’s time for a quick rant. When it comes to lead generation, I think so many people are missing the point and don’t actually know what a lead is. Let me ask you a question… How many times have you opted in for a free download for something free in return? It could have been registering your seat for a webinar, downloading a white paper cheat sheet or a PDF guide. I bet the answer is hundreds. In fact, I bet your email is overflowing with unread messages either in your inbox or in the junk that you just don’t have time to read - and most probably don’t care about. A lot of times, we get people coming to speak with us and they say ‘I’ve got this massive list of people, can you follow up with them?’ And when we do follow up, we find the connection is rather tenuous. It’s fragile. Whatever you downloaded, it may have been interesting at the time, but let’s face it...most people are just never going to read those reports. most people never remember why they opted in for the free download in the first place (let alone use the content). It could have just been a great advert that caught you in the moment but now you’ve forgotten all about it. See, we do things a little different than most people do. At Marketing Republic, we focus on opportunities and engage with people. We engage using email and sometimes telephone to really build that strong rapport and relationship with the prospect Our goal is to make sure we understand what their pain points are and the reasons why they buy. We’re not just after a name and email to add to our growing list. Remember the saying quality over quantity? We want to build a profile for that person - so he or she has a problem and a clear solution. Which means when we hand the work back to our clients, there is a solid relationship there and a much higher chance of our clients closing deals to change people's lives. You wouldn’t believe how many emails I get on a DAILY basis offering me all sorts of free downloads. Anything from PDF reports to videos. Don’t get me wrong, I’m not saying this sort of marketing strategy does not work - it obviously works! There’s hundreds if not thousands of marketers using this strategy and seeing some amazing results. But my point is, following that strategy, you’re never really building any kind of relationship with your leads. Engage with your leads on a frequent basis to build high levels of trust. Maybe I’m going down a rabbit hole here but one other thing I hate people doing is cold calling huge lists to book appointments. They are relentless. And yes, they might get a few sign ups (mainly because people are sick and tired and eventually give in to the salesman) but I can guarantee it will go no further. Why? Because there’s simply no trust and zero connection. Do you want your salespeople to be ‘busy fools’ or would you like them focused on winning clients? If you’re just after collecting names and emails and you want appointments, sorry but we probably aren’t for you. But if you want to open your business up to endless opportunities to help grow your business, hit your targets and profit goals then Marketing Republic can help you out. Focus On Quality Over Quantity Sales and marketing is a numbers game. But if you’ve got a huge list of people and they’re not engaging with your content and you’ve got no relationship, you’re business is dead in the water. You’re wasting your time. Not everybody is ready to buy right this moment - they need to know, like and trust you. And this might take a few conversations, whether that’s by email or on the telephone. You’re playing the long-er game. But when that person is ready to buy, guess who they’re going to come and see? You’re going to be the top of mind awareness. Leads are about quality. Not Quantity. A lead is much more than a name and email. It’s an opportunity to grow your business. Thanks for reading and I hope you’ve found value in today’s little rant.