Many marketers have a hard time mastering the fine art of the conversation, especially when it comes to B2B lead generation.
We are so excited when we get our prospect on the phone we tend to flood them with information. We want them to know all about our business and what we can do to help them reach their goals.
Sure, that will give them a lot of details. But, sure are you that they want to know that much that quickly? Truth to be told, they will most likely hang up the phone.
That’s because we used a sales pitch on them.
A sales pitch is useful in guiding the conversation. Some companies even insist that their TSRs follow the sales pitch verbatim. However, this rarely works in today’s highly information-dense audience. Our prospects are deluged with information every minute of their day. Adding a zippy telemarketing sales talk will not help matters. This may cause them to resent us. They may close their ears and their doors and turn your B2B lead generation campaign into a failure.
Even if the prospect is willing and actually needs your service, you turned them off. They will not buy from you because you just flooded their minds with gibberish. There’s got to be a better way….
Simply Start a Conversation
According to telemarketing consultant Belinda Summers, the best solution is to simply start a conversation. It does not have to be long. It just has to be easy and social enough to compel your audience to listen to you. Remember, in B2B lead generation you are not telling them all the details yet. You are gauging reaction and feeling them out. For example:
You: Hello, I’m (your name) from (name of your company). Is this a good time to talk?
Prospect: Yes (or No).
You: I see. Well, I’ll make this short. IT companies call us to help increase their visibility in their target markets through offline means. May I know how your company is doing this?