Are Assumptions Killing Your B2B Sales?
We all know the old adage that talks about what happens when you make assumptions. The same holds true when you’re trying to generate new B2B leads. Without the right lead generation techniques, you could make presumptions that can cost your sales leads instead. When it comes to incoming calls, making incorrect deductions about your callers can dramatically reduce your sales conversion rates.
The Two Primary Assumptions
First and foremost, your sales staff will likely presume your callers are ready to make a purchase because they’re the ones who initiated the call. However, many consumers place that first call because they are curious about what they company can offer to help them make the right decision. On the contrary, B2B sales staff may fail to assume the caller is interested and may push too hard. Understanding more about your callers and how to handle these assumptions will help you avoid making mistakes that could cost your sales.
Address Leads with a Sense of Urgency
One of the most important lead generation techniques is to treat every lead as if it’s the most critical lead. The reason for this is you have no way of knowing whether a caller is ready to make a final purchase today. Even if the person isn’t ready to buy, treating their call with a sense of urgency will let them know your customers are important to you and you want to show them how your products and services can help them. If you wait too long to present your case, you increase the chances they will slowly begin to lose interest.
Keep Asking Questions
It can be tempting to provide callers with a continuous stream of information to help convince them you can satisfy their needs. However, most callers want the information on their own terms when they are ready for it. For this reason, it’s often better to ask questions to help you feel each caller out and determine what their needs are. Providing information they can look over and use at a later date when they’re ready to take the next step is one of the best ways to attract more sales leads that are likely to convert into sales.
Making assumptions with your B2B leads is one of the biggest mistakes you can make. Incorrect presumptions can drive your B2B leads away from your business and directly into the arms of your competitors. Using the proper lead generation techniques can help your sales team close more sales, improving the success and reputation of your business.
If you’re looking for help with your B2B sales, contact us. Our lead generation team can help you attract more potential customers and address them properly.