subject: why Relationship Selling In Singapore Fail In Bagging B2b Leads [print this page] If there is one puzzle that a lot of marketers are wondering about when doing business in Singapore, it has to be the best way to generateB2B leads. While a lot of sales gurus are saying that relationship marketing is the way to go in demand generation, actual practice would actually show dismal results. This might come as a surprise by some, as this method has been touted to be the best draw to the attention of business prospects in Singapore. So what went wrong? While we can all blame a myriad of reasons, there is really just one, very crucial point that can be gleaned here. And you can condense it into one word: trust.
Yes, this is the one issue that affects all marketers when talking to business prospects. You will not get any results for yourappointment setting campaign, let alone actually making a sale, if your prospects do not trust you. That is true, you also will not be able to sell if you cannot establish a relationship with you business prospects. That is also the truth. Both are very important factors that will influence the willingness of business prospects to make a deal with you. And these are the two most common factors in marketing that marketers fail to understand. So it should not come as a surprise if sales productivity under relationship selling is really in a bad spot. But why is relationship selling not working?
Let us frame it in these few words: you are doing it in a wholly wrong reason. Think about it, why are you in business? It is to make a profit, right? How will you make a profit? By making a sale. How will you make a sale? By attracting customers and clients. And how will you attract your clients? By gaining their trust and confidence in your model.
Wait, hold it right there. Do you see the point already? The last part says it all. You need to gain the trust of your business prospects. Now that is where the problem is. You connect the end task to the original purpose: making a profit. If you anchor your entire relationship building demand generation campaign on the express hope that you are going to make a profit, then you are certainly not going to get it. Once money becomes the factor in which you approach your prospects, not some genuine purpose to make their lives better, then your entire business plan will unravel from the very start. If you want to be the person your prospects will want to work with, then you will have to prove to them that you are truly interested in their welfare. A little empathy in you can do wonders in generating B2B leads.
It also pays to use the right communication tool for this. While there may be a lot of marketing tools available, like social media and email, you might want to use telemarketing services. At this point, you need to talk to your prospects, and you will never be able to do it if you simply send messages through e-mail, or posting tweets or comments on your social media channels. You need something that will get to your prospects fast.
