Thursday, September 18, 2014

Quality Software Leads – Scoring Your Leads

For any software company that is looking to acquire some new business in this day and age, software leads are the way to go. With so many prospects beyond their reach, and sometimes even in the most unexpected of places, relying on leads to help connect them with potential clients and shorten, or even completely eliminate, the searching process allows these businesses to be more efficient in terms of generating more profit.

Obviously, profit is what drives a business. Without it, a company that was created for-profit would not exist. That is why to ensure its continued existence, a business must always seek sources of profit. And for companies in the tech industry, mainly software, there are loads of potential sources of profit – they just need to be found in order to be gained. This is where software leads come in. It makes the whole process of finding clients easier.

Leads, however, are only so useful. Even if you stuff your database chock full of software leads, not every single one of them will yield your desired results. In telemarketing lead generation, for instance, you make over a hundred calls in a single day. You’d be lucky if half of the people you called gave you a positive response. As such, using leads to acquire new business isn’t really a numbers game – it’s more of a game of quality.

Quality is a subjective thing, really. An item of good quality for can be one person’s view, but the same may not be said for another person. As such, your software leads should be scored according to your criteria… that is, if you had any. If you don’t, then here’s something to give you an idea about how to score your leads:

Level of interest in your business, products and services – Needless to say, interest is gosh darn important when it comes to making a prospect convert into a sale. If a prospect is not interested, then they will most likely not progress further along your sales cycle. This is another point that should be on your score card. An interested prospect is a better target. These are ones that you should put a lot of focus on.

Industry that your prospect belongs to – You cannot cater to all types of business. Even if you can design software for, say, an accounting firm, that would be going out of your way to meet a certain demand when your main focus is on mobile applications. As such, you have a target market. As much as possible, you want your prospects to be within that target market because that’s your area of specialization in terms of software development.

If the software lead that you are planning to engage further falls within your target market, then that’s one circle on the metaphorical score card that you should be shading.

Reasonable or unreasonable demands – In our first point, we talked about how it would be better for you to engage prospects that fall under your target market. Just because they do, however, does not mean that working with them won’t have you going out of your way to satisfy their demands. A prospect can have either big demands or small demands. When a prospect’s demands of your business are too great, however, then it won’t be good for you.

You put your efficiency and assurance on quality on the line when you try to tackle an obviously unreasonable demand. Even if a prospect is willing to pay a higher fee for your services, the increased focus on those demands may affect your other projects and quality of services you give to your other prospects. Losing them is not worth all that trouble to close a single prospect.

If you’re planning on getting more software leads to use, or to avail of lead generation services, then use criteria like these to help you filter out leads that fit your ideal customer – leads of good quality within your eyes. Scoring your leads according to criteria you set will not only help you find prospects that are worth the time and effort, but give you better chances at finding prospects that will convert into sales.

Thursday, April 10, 2014

How Speech Fluency can make or break Telemarketing Deals

The best telemarketers are those who know exactly what to say, when to say it, and who to say it to. Their spiels are free from hesitations, long pauses, repetitions, and annoying vocal sounds such as ‘hmm’ and ‘um’. The more fluent you are with your style, the more dynamic and competent your image will be projected to your customers.

Just like in B2B appointmentsetting services, making sales calls requires you to be flawless in your speech, that no matter how many times over you’ve delivered the same pitch, you never sound scripted. You sound confident yet friendly, smooth and effortless in the most natural way possible. You don’t stumble over your words no matter how technical your conversation gets because you know everything there is to know about your product, all it’s good points as well as its weaknesses. So everything you say will sound pleasant and free-flowing to the eager ears of your prospective buyers.

Here are other practical tips to impress and engage the decision makers when you make that call:

Watch your pronunciation. VIPs hate it whenever their names, their company’s names, and other important words are mispronounced. Before you finally decide to talk directly to the decision maker, make sure you call ahead of time to find out the right pronunciation so you have time to practice it over and over again until you get it right. The VIPs will be pleased with your effort.

Don’t be a phony. Decision makers who are used to dealing with telemarketers can sense if you’re a fake right off the bat. As fierce and unforgiving the competition may be, show some genuine warmth and concern to them and let them know that you are there to help them, that it’s all about them and not about you. The thing is, these things cannot be faked. You have to sincerely like your product and enjoy your work for you to pull this off successfully. Remember, your customers will be happier and at ease knowing that they’re dealing with positive and pleasant individuals.

Control your energy. As a telemarketer, you are expected to sound energetic when making cold calls, just be sure not to overdo it because it can be quite overwhelming for the person on the other end. You can speak powerfully yet in a calm and soothing tone. Your words don’t need to sound too complex or technical. The key to selling is letting the prospective customer know and understand what your product is and how this can help them and their business. You’re there to sell, you’re there to help, and you’re there to serve.  It’s that simple.

Keep these three important points in mind and you’re well on your way to becoming a successful and competent telemarketer. Good luck.