If you run a business that depends on a steady pipeline of incoming customers, you know how important lead generation is. The problem is, it’s difficult, time consuming, and just no fun.
Too many companies give lead generation short shrift, and as a result commit some crucial mistakes that might be doing more harm than good.
What are those mistakes? Too many to count, but here’s a big one:
Maybe it’s the door-to-door vacuum cleaner salesman in all of us, but when we have the attention of potential clients or customers, the temptation is too often to hit them with a sales pitch.
You know they can use your product or service, and that you have a superior solution at a fair price. All you have to do is make them see that, right?
The thing is, people don’t want to be sold to these days. It doesn’t matter if it’s a B2B or B2C situation, when people sense a sales pitch, they typically tune you out, and you may never get their attention again.
Provide your prospects with value. Inform, educate, or entertain them. Give them a reason to continue giving you their attention. This will soften them up for future sales pitches, or better yet, help them to figure out on their own that they need you.
What other lead generation mistakes have you seen companies make? What mistakes have you made yourself?
Let us know in the comments below.