Ideally you want your IT lead generation campaign to at least put you on even footing with your competitors. But in industries like business software, it seems like the competition has already been settled. What hope does your lead generation campaign have when clearly you are pitted against a company, that is bigger, larger, and just have better products than you?
Appointment setting is still a marketing and sales process so researching your target market is obviously a given. Once you do though, ever thought of also looking back at your own industry and seeing how your target market actually makes it grow? This commonly happens when your appointment setting strategy seeks to promote a supplement to an already existing product even though you are targeting the same market.
For at least some IT companies, online lead generation seems to be the default method of getting in touch with prospects, sharing expertise, and even closing deals. However, have you ever thought applying the need to unplug to your lead generation campaign? Before you assume that sounds counter-productive, this is not about going full Amish with marketing (much less with an IT company).
One of the most common yet often dreaded adversary to any company’s lead generation campaign are negative market predictions. While some might scoff them, others buy them to the point that it is almost prophetic. Sometimes you feel tempted to boost your IT company’s own lead generation campaign because you think being in the tech industry somehow has the future in your favor.
If your lead generation campaign uses inbound methods, you may have had to use this classic (yet dangerously bureaucratic) line: “Sorry, this is out of my jurisdiction.” The reason for why this can be dangerous of course is that may result in a lead generation process that churns out excuses and not leads for your IT company.
