Tuesday, January 22, 2013

Word Not To Use In Lead Generation – “Customer-Focused”

by: Belinda Summers

Now that we have entered the new year, it is time for us to shed the old and embrace the new. While there are a lot of things for us to embrace this year, what is more important for us is to know what business and inside sales practices should we be discarding. Lead generation is an evolving process. What may have worked in the past way not work today, and that even includes the taglines we use in generating qualified B2B leads.

Let us take this phrase as an example of this: “Customer-focused”. To start with, this is a very redundant phrase. You are in business, remember? And being focused on your customers is the first thing you should be concentrating in. Less than that, and you should not bother setting up shop anymore. If your goal is simply to say that your competitors cannot provide the same level of service, then explain why you stand out. Enumerate your strengths (maybe faster response time, better after-sales support, premium services, among other things). This is an important consideration in appointment setting, since prospects who fail to see any proof of your claim are the least likely to become new sales leads.

Generating B2B leads is not that bad. You just need to choose (and dispose) the right words and phrases. You also need to back-up your claim with actions. Be fresh, be unique, and be reliable. These are much better proof that can help make your lead generation campaign be more successful.