Using offline tactics to excel in software lead generation activities can be just like how software retailers use displays to help their salespeople. Today however, many are saying that both suffer from the same competition from online counterparts. Does this mean your lead generation strategy should go Amazon.com? Best think twice because you could still be just neglecting an advantage offline lead generation has over the whole web.
Lead Generation Off The Net Can Get More Personal
If you want a hint as to how your lead generation strategy can still hold an advantage, take a look at this excerpt from Janet Novack’s showrooming experience as she tells it on Forbes:
“Traditional bricks and mortar retailers squander their immediacy edge with indifferent/uninformed sales help, who look even worse compared to the information now available on the web.”
This only expresses the general point of the article that many offline businesses are losing out because the people representing them are less informed and are less keen to serve. That is what you need to fix for your own lead generation campaign. You do not necessarily have to invest completely to an online face. There is no harm in having an online presence but if you overlook this advantage for the sake of it, you could also come off just as impersonal.
An impersonal look and feel does not generate qualified software leads. Ever noticed how text and graphics in marketing content are actually struggling with this? They cannot adapt as quickly as a live marketer or salesperson. Your lead generation strategy needs get its offline tactics out of the trashbin and start maximizing this advantage:
- Be more knowledgeable (yes it is possible) – What online information has in quantity, Novack’s experience shows it still lacks in quality. Buyers take a while to learn and inform themselves so why not make it a part of your lead generation strategy to just help them along? Train your lead generators and salespeople to stay one step ahead of that learning process.
Related Content: Sales Lead Generation Has Always Been About Conversation
- Work with online, not against – One powerful way you can be more knowledgeable is to couple both your offline and online lead generation resources. When you do that, you pair up both of their advantages. Getting information quickly on the net works if you are the source but it gets even better if you help in the managing and the understanding of that information when prospects call your business.
- Don’t be the bored cashier – And of course, in order to realize either of the previous two, you have to come as approachable regardless of where your prospect is in the lead generation process. Do not just stick to having a nice site but then our prospect winds up conversing with a rather dull representative. A good software lead generation campaign runs on enthusiasm and dedication, not boredom.
Related Content: Lead Generation Tips – Use Surprises
People are so quick to lose to technology that only appears to be advanced. Do not be among those people and look twice at how your offline lead generation tools and tactics can still be of tremendous asset in filling your pipeline with warm leads.
