Its a problem that seems to affect even sales leads in the B2B sectors of the business world: customers are being lost to people who have come up with bootlegged or jailbroken versions of your products. However, are your sales leads really lost or is there something you are missing that can actually help you steal them back?
Lost Sales Leads Like This Are Strongly Tied To Budget
Whether its pirated consumer goods or shoddy B2B products, people prefer cheap imitations because they are, well, cheap. So yes, you lost your sales leads purely because your prospects found something that lets them spend a lot less money. What do you do next?
- You find out what makes them cheap – Obviously, there is something that your criminal competitor is doing that still makes production cheaper. Have you tried to find out what that is? Your sales leads can actually be a source of that information if you are careful about asking prospects who find you the more expensive option.
- Do not be quick to play a cop – Just whining about the whole thing being illegal is not sufficient. There are other facts you can cite that generate qualified leads. The problem with going for a confrontational route is that you will offend your prospect’s integrity (no matter how right you may be) and obviously you lose more sales leads as a result.
Related Content: You Lose Sales Leads If You Assume A Prospect’s Ignorance
- Find out if cheapening things is even good – The answer to this question can either be yes or now. Your ‘criminal’ competitor could turn out to be an ingenious innovator that has found a way to beat at your sales leads by offering what is essentially a better product. On the other hand, you could also be encountering the typical corner-cutter whose poor quality imitations will eventually bring quality leads back to you.
- Better your own offer without too much cost – From the previous steps, you should be equipped with enough information of what can make your own offer better. Your B2B sales leads could be reclaimed simply because your products have proven to have higher quality. They could also be won back by adding more to your offer that would compete whatever actual improvements your competitor innovated.
Related Content: Have Your Software Sales Leads Migrated?
It is natural to feel cheated when your sales leads are lost to something just because its been proven cheaper. Cheaper however is not always better until prove so. This is where your sales lead generation campaign can take back what has been lost!
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