It is actually easy to see how sales leads can come from people who eagerly anticipate what you have next. It is like you are a famous author getting buyers already from fans who are awaiting your next book. On the other hand, the real point of the title question is that is it really a completely perfect idea? Like all ideas involving sales leads, it has flaws that you need to minimize so that you will succeed.
How To Keep Excitement From Compromising Your Sales Leads
Go back to the example of the author. Despite a large fanbase, it is never really polite for just anybody to demand their work while it is still in progress. No amount of business leads is enough to keep you from snatching away an unfinished manuscript from prying eyes and saying it’s not yet finished. Already, you have a risk that such behavior could make it difficult to generate leads for business development.
How do you prevent this? How can you keep a constant flow of sales leads and at the same time avoid putting off your prospects by being all hush-hush about it?
- Be polite with the announcement – The excitement always starts with the announcement. Asides from just books, products like movie sequels, new software, new gadgets all stir up the market by officially announcing their existence. But like them, you can stoke up your chances at sales leads by using the announcement as a polite way of also saying that it is a work in progress that is really worth the wait.
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- Do not hesitate to preview – Despite the initial announcement, your potential sales leads can lose their value if there is nothing else for them to go on. Give them a sneak preview of what it is, what it looks like, and most importantly, how your progress is going. This keeps prospects interested and in turn, that maintained interest keeps up the life of your B2B sales leads.
- Reveal things behind actual progress – One of the worst mistakes you can make is to lead your prospects on about something but turns out, it may not even look like the finished product would be as they expected (assuming there will be a finished product at all). This could totally wipe out your sales leads so make sure that whether your preview or announce, you have actually progressed much farther.
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The risk you take when making sales leads with a work-in-progress is with the volatility of market excitement. People are simply so eager to see what you will give them next. That is essentially good but you need to keep that excitement from creating impatient prospects. Impatient prospects are not good to meet for B2B appointment setting so keep the above in mind to maintain enough interest as you progress.
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