For your IT managed services firm, correctly negotiating a
business deal is important. It has to be an agreeable deal for you and
your sales leads prospects. The problem here lies with the way marketers
approach this problem - as a competition. If you have this kind of
mindset, where the other party must 'yield' to what you want, rarely
will you succeed in your appointment setting campaign. Now, that is a
losing proposition for your firm, since this will drive away your
prospects.
A more productive way to gain B2B leads is to engage prospects as partners in your business. This creates a more conducive atmosphere for both parties, plus it makes it easier for you to talk to your prospects over signing up for a deal. And there are different ways to do that.
First, you can try sitting on the same side of your prospects. And this is meant literally. Experience and research has shown that when people work together, in face-to-face appointments, over a problem, they become more effective in reaching a solution. Sitting and facing each other at opposite ends tends to create a feeling of competition. This is essential in the success of your lead generation campaign.
Second, try depersonalizing your problem. Basically speaking, you should remove the positioning statements that you often use, like 'my position is' or 'my solution is'. This creates the impression that this is your identity, so it will be hard for you to change. If you change your wording, so that you end up saying 'if we do it like this, so that (the idea proposed), I'd be fine with it. Will it be fine with you?', it will be easier for you to adapt to the needs of your prospects.
Third, figure out the 'why' behind every 'what' that your prospects take. Always remember that there is logic behind every statement that prospects make. In a telemarketing call, when you hear prospects make a claim, try to dig deeper in their reasoning. Once you know the truth, it will be easier for you to negotiate with them.
Fourth, use objective standards in your negotiations. For example, a prospect looking for excellent IT managed services at a reasonable price can use a market standard as reference in your talks. This creates a common ground between you and prospects, making it easier for you to get an agreement.
Lastly, always have an alternative plan ready. A lot of marketers fall into this common error, where they only stick to one kind of business arrangement. If you want to succeed in sales leads into actual deals, try to have another proposal at the ready. It might be the one the other party needs.
In case negotiations is not your inherent skill, or if you have to concentrate more on improving your core services, then outsourcing the work to competent B2B appointment setting services might be just the thing for you. Just make sure that you choose the right one, since there are hundreds of such providers around the world.
A more productive way to gain B2B leads is to engage prospects as partners in your business. This creates a more conducive atmosphere for both parties, plus it makes it easier for you to talk to your prospects over signing up for a deal. And there are different ways to do that.
First, you can try sitting on the same side of your prospects. And this is meant literally. Experience and research has shown that when people work together, in face-to-face appointments, over a problem, they become more effective in reaching a solution. Sitting and facing each other at opposite ends tends to create a feeling of competition. This is essential in the success of your lead generation campaign.
Second, try depersonalizing your problem. Basically speaking, you should remove the positioning statements that you often use, like 'my position is' or 'my solution is'. This creates the impression that this is your identity, so it will be hard for you to change. If you change your wording, so that you end up saying 'if we do it like this, so that (the idea proposed), I'd be fine with it. Will it be fine with you?', it will be easier for you to adapt to the needs of your prospects.
Third, figure out the 'why' behind every 'what' that your prospects take. Always remember that there is logic behind every statement that prospects make. In a telemarketing call, when you hear prospects make a claim, try to dig deeper in their reasoning. Once you know the truth, it will be easier for you to negotiate with them.
Fourth, use objective standards in your negotiations. For example, a prospect looking for excellent IT managed services at a reasonable price can use a market standard as reference in your talks. This creates a common ground between you and prospects, making it easier for you to get an agreement.
Lastly, always have an alternative plan ready. A lot of marketers fall into this common error, where they only stick to one kind of business arrangement. If you want to succeed in sales leads into actual deals, try to have another proposal at the ready. It might be the one the other party needs.
In case negotiations is not your inherent skill, or if you have to concentrate more on improving your core services, then outsourcing the work to competent B2B appointment setting services might be just the thing for you. Just make sure that you choose the right one, since there are hundreds of such providers around the world.
Belinda Summers works as a professional consultant. She helps
businesses increase their revenue by lead generation and appointment
setting services through telemarketing. To know more about this visit: http://www.callboxinc.com/
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An outsourced telemarketing team will not only provide you with a proper brand reputation but also maintain it for a long time by providing good quality leads and potential customers and regular review and overall feedback of the current telesales working system, online B2B Lead Generation USA.
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