While some pundits will say that this is just what selling is all about, I would like to point out the fact that there is a difference between selling and selling right. Selling is just that, selling. There is no concern on whether you want to generate qualified sales leads or not. You can lie, deceive or misinform, just to get results. Of course, if you want to be effective, you need to be honest and factual. Now this is where the problem with B2B lead generation comes in. You ought to show your business prospects the facts, but number and figures alone will not get you those B2B leads at all. You need to take care of presentation as well. And this is how you do it:
- Surprise them – give them an ‘Aha!’ moment. Give them a familiar situation, but one where your insight is fresh and innovative. That can help your B2B telemarketing team.
- Tell them a story – stories can be an incredible way to keep their attention. A well-paced narrative will keep your prospects spell-bound until the last chapter of your presentation. Pepper it with trivia and other relevant facts that they can use.
- Make it fun – this will also liven up the conversation, as well as help grease the wheels of your appointment setting process. This can aid you greatly in relationship-building.
There are other tactics that you can use to delight your prospects, but these three would be a good place to start. You can succeed in your lead generation campaign better this way.
