Lead generation for IT companies: Is it worth it?
If youíre an IT company, say a networking service specialist or a hardware company, itís not enough just to be popular in your particular area. Read on to learn more.
just to be popular in your particular area. True, being in the IT market provides some advantages to†
those from other niches, but grabbing sales from target consumers can be a pain, especially in the US†
and other countries with service-oriented economies where the competition can be pretty stiff. Yes,†
there are a lot of big fishes in the pond, but there are a lot of fishermen prowling the same waters†
Being ahead is well and good but what you do as a company to stay ahead or go even further is what†
truly counts. And in these times, no other statistic is as vital, or as damning, as sales and†
profits. Selling and promoting your company may seem a pretty straightforward affair with time-tested†
media advertising but if you think thatís enough, then you got another thing coming. Advertising is a†
vital part of IT lead generation campaigns but there are other components that are catching up in†
terms of importance, one of them being telemarketing.
Telemarketing has been around for decades but, until as recently as the new millennium, it has been†
used almost exclusively for hard selling. One of the more important contributions of telemarketing is†
in business lead generation, where people call businesses with the intent of trying to get them to be†
interested in a particular companyís catalogue of product or service packages. This technique is†
dubbed cold-calling and, in many instances, the companies being called on donít expect being called.
Cold-calling also accomplishes one more important task: the task of verifying whether a business†
exists, its current address and a point of contactís contact info. Calling lists are updated†
regularly in this manner, and qualified or interested prospects are singled out for follow-up†
protocols, which in this case is setting up the target companyís point of contact with the IT†
business representative. This, in turn, could result into sales for the IT company, depending on the†
repís ability to close the deal.
IT lead generation through telemarketing isnít the walk in the park that many people believe. It†
takes a lot of smooth talking or guts to get the information needed from the company being called. A†
lot of times, it takes luck and timing as well, since receptionists are oftentimes instructed not to†
give up any info about their bosses. Considering this, it should be safe to assume that only about 1†
in 6 companies called actually give out any pertinent details about qualified points of contact or†
decision makers, given that most IT companies in the same area are using the same cold-calling†
technique. And wouldnít that just grate into a receptionistís, or decision makerís sensibilities.
The payoff, however, is potentially great so whatever the consequence, many IT companies are†
expanding their lead generation campaigns to include buying calling lists and outsourcing the†
telemarketing aspect to call centers. It means shelling out a significant sum, but considering the†
success that the technique brings to aggressive companies, itís more than worth the risk.
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ABOUT THE AUTHOR
Phillip Mckenzie is a successful lead generation and appointment setting consultant specializing in IT Telemarketing. To know more about IT Telemarketing, Phillip recommends you to visit http://www.it-sales-leads.com.