You know that marketing is no easy job. Customer trends and tastes change all the time. And it is up to you to make sure that your B2B lead generation campaign becomes successful. Now, as a marketer, approaching potential sales leads requires that you know how to deal with them best. Basically, you have to assume one of the two common roles that appointment setters make: an expert or a consultant? But here is an interesting part, which of these two roles will fit you? Understanding whether you are an expert or a consultant can affect your marketing style. So, which is which?
1. An expert will tell you what to do, while a consultant asks what you might do – Some business prospects do not like being told straight to their faces of what they should or should not do. Consultants, on the other hand, may not be able to get much, especially if the B2B leads prospects they are talking to are not exactly sure of what they should be doing in the first place.
2. An expert starts a trend, a consultant follows it – honestly, there is nothing wrong about being a trend-setter. What makes it a problem is when it backfires on you, especially if the trend you want to create actually messed up your lead generation campaign. You might as well observe the trends and deal with what you see.
3. Experts explain the facts, consultants learn facts – business prospects find it harder and harder to analyze the facts and get things straight, so most of them would love to have someone who could make things easier for them. Experts can do that. But consultants are pretty good as well. They just spend more time studying the market and getting the facts straight. Now that would take a lot of time, but it is worth it.
4. Experts bring a lot of things in, consultants do not bring much – since experts are pretty much knowledgeable of how the market works, it is only natural that you would be telling them everything they should know about. In the case of consultants, they would want to know more about your business first before they can give a concrete answer. There are a lot of problems and issues that may not be seen by experts that consultants might be able to point out. But still, it may work the other way, depending on the business you have.
5. Experts talk, consultants ask – knowledge is power, so to speak, and in a B2B telemarketing campaign, you need to know how your prospects prefer to be talked into business with. Do they want to hear what you have in mind, or do they prefer someone who listens to their concerns?
Think about it. This might affect your decision on what exactly is the kind of b2b lead generation specialist you are going to be. You can bet that your approach to sales leads prospects will be influenced by the way you deal with them.