subject: Stuffs To Skip In Your It Leadscampaign In Malaysia [print this page] As you go along your IT consulting business in Malaysia, you will realize that, in order to stay profitable, you need to focus not just in improving the products or services that you are offering. You also need to get more businesses coming in as your clients. Yes, information technology is a strong industry in the country, but you will agree that competition is somewhat fierce. You have to conduct a really thorough B2B lead generation campaign. After all, this is the only way for you to get good andqualified IT consulting leadsfor your business. How you do that will depend largely on how good you are in talking to your prospects, as well as the tools that you will use to do that. Take, for example, telemarketing. Despite the criticisms, it is still a preferred communication tool for lead generation campaigns. But there are some things that you really should not say, not during the initial sales and qualifying process.
Ever wondered what these are?
To start with, you should not be talking about your company history. Yes, you might have an exciting start but, to be honest, no one is really interested in hearing about that. Put yourselves in the prospects shoes: what should be their foremost concern? Is it not their business? Instead of talking about who the founders are, your life cycle, or all the other details about your firm, you should get straight to the point. If you notice that it takes you more than a minute to reach the main highlights of your lead generation for IT consulting, then you really need to take a closer look at your sales pitch. Get rid of them for now. You can always put your company history back once the prospects ask for it.
Second of the things you need to get rid of are the list. Sure, you may have an elite fleet of IT support trucks, teams of programmers that can help clients in their operations, or maybe your factory has a ton of machinery that can be used for large scale manufacturing of computer chips, but these are not the meat of the matter. Maybe a technical audience will appreciate that, but for the initialB2B lead generation call, it will not work at all. You might as well bore your audience to death. And it will not get you anywhere near generating sales leads.
Lastly, leave out your years of experience in the IT consulting field. Come on, you should stick to this tried and tested maxim: you are only as good as your current work. Each business prospect has its own unique concerns. You may be a veteran in programming customized sales software, but a little new to writing marketing software. You have to prove your worth first to prospects by showing them how you can solve their business problems.
As an aside, you might want to take a closer look at your differentiation strategy. It is highly likely that you are focusing too much on yourself, not on how you can help prospects improve their business. Better deal with that if you want to stay in business longer in Malaysia.
