The process of IT lead generation is the process of asking for information. These days, many are saying information is more widely available than before. That though, has spawned a new fear that it has become too available. People have grown wary of those who ask for it, including decision makers. Will this hesitation spell the end for information technology and lead generation as well?
Appreciate Why You Ask Information Via Lead Generation
It is time to step back and view your lead generation efforts in a more positive way. Asking for information really is not that bad a thing! Do prospects deserve privacy? Sure, but you also deserve to know what ails them in the IT department and you cannot know that without the tools of lead generation.
The first step however is to make sure that they are interested. You cannot generate IT leads without an interested market that is targeted by your lead generation strategy. Do not just spark interest. Nurture it. Get a bit more involved in what your prospect wants. Do not be too lazy to let them go along your lead generation process on their own.
After that, you need to establish that you cannot make anything more of their interest unless they are willing to let you know how you can help. That is what this is about really. Lead generation campaigns are called to be just as helpful even if all they are doing is introducing your IT solution. You would not want to introduce it if there was no need but now, it should be your prospect’s turn to let you know what that exactly is.
- Budget is for the sake of giving the right price – You are right to believe that your lead generation campaign should only offer fair pricing. However, many decision makers have a knee-jerk reaction towards high costs. You have to give them time brace themselves. IT solutions are needed by many businesses but that necessity comes at a price you can afford to work with.
- Schedules are needed to know the best time to meet – You are not even asking what other arrangements your prospects have. You just want to know if there is a free slot for you and how much priority you are being given compared to their other concerns. Lead generation and appointment setting strategies cannot set up anything unless they know when a prospect is free.
- Problems have to be discussed in order to overcome them – Part of the lead generation process is discovering problems. A prospect that does not want to share those problems is one who thinks you are a mind reader. Why make yourself into one when it is their obligation to tell you what is wrong with their current IT setup? Lack of transparency is a charge that goes both ways.
- Names have to be given – Finally, you cannot expect a complete lead generation process if you do not even know the name of the right prospect. The prospect has to be in the right position or else you are really wasting time (your best bet is just leave a small message to the gatekeeper). What is the point in offering a solution to someone who is not in charge of getting it (or even understanding it)?
IT sales leads are only as good as how much a prospect is willing to let you know. If they do not let you know much, your lead generation campaign is not living up to its purpose. You in turn cannot do the same in IT. Never be ashamed of asking questions. It is the first step of offering help!