Tuesday, June 19, 2012

Pick A Lead Generator That Knows What It's Getting!

These days people are saying that the business world is now being driven by an entirely new resource. It's not just money. It's not just raw materials. It's not simply property. Today, businesses are being driven by a need for information.

And you have to admit, knowledge is proving to be really powerful. The speedy acquisition of data and its abundance now on the World Wide Web has enabled new ways for companies to determine demand and study their markets. Despite how the complexity of research, you can't deny the simple logic: If you know what your customers want, you'll know what to do.

However, this wealth of information isn't all gold. In fact, not all of it is even valuable!

That is the danger that is present in the new online frontier. Not all acquired data can necessarily serve the purpose that it is being researched for. One of the best examples of this danger is found in B2B lead generation.

Information overload is definitely a negative for all lead generation professionals. Your prospects want information but you need to first ask yourself: What kind of information? See, this is where all the enchantment with data starts to disappear. You'd be surprised at how specific potential clients can get when asking questions. And since this is B2B, decision makers certainly rank high when it comes to making critical evaluation. Whatever your industry, targeting businesses means you'll be speaking with them and you will answer to them. If you want your company to be of any service to theirs, you need to pay really close attention to what they say.

From there, you should know that information overload is bad for you too. There are a lot of useful things you can learn about a prospect but there is still the risk of gathering information that's not at all useful for you. Contact information and company name, for example, are only useful to a point. That point is when you call and end up facing the gatekeeper. That still doesn't tell you what you can say to convince the gatekeeper to let you through. If your lead generation comes with an appointment setter, such minimal information barely cuts it! You need to arm yourself with knowledge of a prospect so that the appointments will end well. You can't just get that from a phone number.

This all applies regardless if you're forming your own lead generation campaign with your own marketing team or you're searching for the right lead generation company to outsource. A lead should only give you information that works to your advantage. This ranges from knowing about the opportunity to knowing about the needs you're sure you can fulfill.

Remember, the ideal which fuels today's race for information is that it's supposed to teach your business how to be of better service. It tells you what your markets want, what potential clients want, and what they actually need, all so that you'll know the next thing your company is going to do. Ironically, all this data-hype has only blinded people to that ideal. Make sure you're not one of them and know what kind of information you'll need to get!

No comments:

Post a Comment