The process of lead generation is like a mission that helps start other missions. In your case for example, its objective is to find companies who are suffering from technical software problems. Once you do though, the next step for software lead generation is to call in those who will take part in handling it.
Using Lead Generation To Give Mission Details
Granted, fixing a particular tech problem is harder than finding it. However, that is all the more better. The sooner your people can find opportunities, the sooner your business gets to do what it does best. To make it even easier, here is a list of details that your lead generation process can outline:
- Mission location: For starters, your lead generation services should look at both the industry and the address of your prospect. It will tell you the kind of environment to prepare for should you pursue these software leads. For fun, imagine it like this: Suppose your lead generation campaign just recently qualified a mining company. In movies and games, missions set in mining areas usually imply underground enemies, dark caves, and the dangers of collapse. Those may not be the actual dangers your workers will face but it is an exciting way to visualize how you can fix about their software problems.
- List of enemies: Mission details also include the kind of adversaries you will encounter. Your lead generation process should always help your salespeople identify potential obstacles to not only IT sales but also to the implementation projects that will follow should they close the deal. For example, if your prospect comes to you because they are suffering major infestations and breaches, you need to know the specifics of viruses are plaguing their system. Like in games, lead generation is the equivalent to those little bestiaries that describe the monsters and aliens that can be encountered during a mission (and maybe even a boss).
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- Primary objective: Some missions come with a lot of objectives but there is only one that can officially end it as a success. This is something your lead generation process should strongly emphasize before your salespeople can take the job. And of course, you would not want to have them performing the same tasks over and over. Your sales lead generation process should also learn to vary each mission’s primary objective. Some game missions range from collecting resources and recovering an important item, to terminating infestations and killing a boss monster. Make sure you are just as specific.
- Recommended gear: For an even more convenient lead generation process, have one that suggests what kind of solutions your salespeople can offer. You see it in games too. There are usually some that have a corner that recommends gear. This is another reason why lead generation should help identify problems beforehand. It gets to take part in offering the answers to it. You do not want your people caught dead using the wrong tool against a problem that actually just feeds on its use.
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While it is comparatively easy, do not underestimate the importance of mission details. Your lead generation process not only helps your people move in, it helps them move in with a good plan. Never forget these valuable details in IT sales leads!