Some Great Ways To Do Business To Business Lead Generation By Mac H McIntosh At Isnare.com Ezine Articles

Good salespeople will tell you how many sales leads they're following at a given time; great salespeople are far too busy following leads to be bragging. Leads are excellent for developing new business, and when working with business to business (b2b) leads, there are some things to keep in mind when working with both potential and existing clients. Below is a list of some common areas that tend to be overlooked by an eager salesperson:

First, stick with a lead. Don’t let them blow you off or tell you they don’t need you now. That’s fine, but what about tomorrow? Or the next day? Call your leads once a week if they are potential contacts and once a month if they are existing contacts. These calls will at least serve as a reminder that you are there and that your company still wants their business.

Second, you want to listen to the client. If a client tells you not to call at a certain time, you don’t call, at the certain time that they mentioned. If they don’t want to be pressured, then you don’t pressure them. It's simple, right? Unfortunately, some managers will always ignore this and say, "sell no matter what!" As they aren’t the ones keeping up a good rapport with the client, you may instead want to go with your gut and listen to what the clients want. The second you start forcing a sales routine on them, they’ll walk.

Third, offer incentives and perks to your leads. Again, they can go where they like, but if they feel like they are getting something special for their time, like discounts or special promotions, they may be more inclined to stay with your service. A representative of Raybestos Breakpads comes to mind. The gentleman in question has been working the northern Indiana area for over 20 years and always re-signs his clients, and every year, those clients get concert tickets, trips to the Indianapolis 500, first crack at trade show information and so on. They’re things the company is handing out anyway; this sales rep is just making the most of them - and to the maximum benefit to his clients.

Don’t blow off the client once you get a contract. Too often a salesperson will ignore the client once the paperwork is dry because they think their job is over, but that’s just not true. Clients need constant attention, because that contract will eventually expire. Remember, they didn’t buy your service; too many competitors can offer what you do at the same price. They bought your attitude and treatment of them, and that’s what they’ll remember if you treat them poorly after the fact.

Always remember that business to business leads are tough to come by. For every hundred you call and follow-up with, only twenty-five will reply. Of the twenty-five, only ten will agree to meet with you. Of those ten, only one will actually be able to put their signature on the contract. In order to keep the signed contract in your hands, use your brain and take the tips that work the best for your sales style.

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