Tips To Get Your IT Leads Prospects Moving To The Next Level

The holiday season is in full swing, and you might be among those companies trying to cash in on the buying frenzy of customers. If not, then your IT firm might be more along the lines of supporting the operations of other businesses, ensuring that their systems is running smoothly and capable of handling the spike in online users. And if you are still in the middle of your IT lead generation campaign, you would certainly be in a hurry to get a deal done before the end of the year comes. So how can you move B2B leads forward, then? There are several ways how to do that, and you can start by asking the right questions to your prospects. For example:
 
How is your life? How is your business?

Quite innocuous, right? If delivered well, this can open up a lot of sensible information that you can use for your appointment setting campaign. For example, asking them about the state of their business can encourage them to talk about their challenges in business, their troubles, as well as the solution they are seeking. And in case they are stumped for an answer, you can offer them your services, provided that you have the means to do so. You just need to break the ice and get them talking to you.
 
Speed up your elevator speech.

This is especially true when your work involves a little telemarketing. Remember, the first ten seconds of the call can make all the difference between the prospect slamming the phone or listening to your words. So what should you be saying on the phone, then? First of all, you tell the listener who you are, what your firm is, and how you can help the prospects grow their business. That is the basic details you need to give out. And in case your prospects cannot entertain your call at that time, that should not be a problem at all. Ask them when they would be available. Keep your word that you will call them at the appointed time.
 
What are your goal and objectives for the year?

This goes straight to the core of the prospects’ interests (their own business). Asking such a question and you can get them talking for hours about their business. You should take this opportunity to listen as well, since there are a lot of things that you can learn out of it. For example, you might get an idea that they are having production problems regarding their computers. If you are an IT solutions provider, you can take that as an opportunity to tell them that you might have exactly what they are looking for. There are also other things that you can glean out of your discussion, but the most important thing you need to remember is to listen, and to listen well. That can help a lot in your work on sales leads.
 
Take note of these tips, and you can generate better IT leads during your campaign.