Tuesday, July 16, 2013

The Six Customers You Will Meet In The Market

Marketing and lead generation is a social activity . No matter what kind of work you do in this discipline, you will meet a lot of people, be it customers or your colleagues. That is why it is important that you know how to deal with them, especially potential B2B leads. They are the ones holding the wallet, so to speak. You would want to ensure that these prospects are pleased with what you offer and turn into paying customers. Of course, this is the point where the challenge appears: how will you deal with them effectively? Remember that each person has their unique personalities, so you need to match your marketing strategy to fit theirs. Usually, during the course of your appointment setting efforts, you will encounter a lot of personalities, the six most common listed below:

The skeptics – past disservice or unmet needs have made them jaded to your telemarketing call, so they may be the hardest to convince. The good news here is that, if you can deliver or exceed their expectations, they become your customers for life.

The undecided – the fence-sitters, or those who know what their problem is and the solution required. They might ask for you expertise over the matter, but will hold back from buying whatever solution or service that you offer.
The averse – hearing so many sales pitches over the years, all the time, has made them tired of all the hype you say and just want you to shut up. In cases like these, just go straight to the point and try not to embellish your talk with sales pitches. They can be pretty sharp, mind you.

The lonesome – these people know they have a problem, but are afraid of solving it on their own. You can earn their good graces by proving to them that you can solve their problem and that you can do that with them along the way.

The info-overload – encountering these people can be a challenge to your skills in summarizing your business. Usually, these people have heard a lot from other sellers, and the information the received is on overflow. Make it easier for them by only focusing on the key points and use language that is easier to understand.

The fearful – prospects are pretty much afraid of the unknown, are already comfortable with the current status quo, and fear that any change will be bad for their business. Your job, in the event that you encounter them, is to show how bright the future is, and how much they are missing by not taking the risk. If you can pull that off, it would be to your advantage.

There is always the possibility that you will encounter these kinds of customers and business prospects. Still, if you know how to deal with them, you will not have any problems with your lead generation campaign. But in case you, yourself, can handle the talk and work at the same time, you might want to outsource the work to a marketing agency that can do the job. It could be a good investment.