Lead Generation Tips – Do Not Attack Mama Bears!

What does Mother’s Day have to do with lead generation? The date has passed anyway right? Well, you may not yet realize it but your past lead generation campaigns have run into mama bears. These are the prospects who you have known to have a viciously defensive attitude towards your efforts. You do not deem them leads but a threat to your lead generation campaign. Yet just like mama bears, it may turn out that they were really just protecting something.

Your Lead Generation Campaign Is Like A Lost Camper

As your campaign goes about in the woods, you are suddenly accosted by the wild bear. In fact, perhaps it is not a bear. Your lead generation campaign could be accosted by a T-Rex, an alien brood queen, or even a dragon! What do these creatures all have in common? Answer: they are all mothers. See, the problem is that your initial reaction would be to fend off or even kill these obstacles to your lead generation campaign.

The truth though is that these savage things (whether they are gatekeepers or even the decision makers themselves) could be guarding something precious to them. Many stories depict people who live in fear of a great beast only to discover later that it was just, in fact, guarding its young. You think your B2B leads are precious? How about some of the things your prospect companies want protected?

Their identity – This is in fact the most commonly feared objection lead generators have. On the other hand, it only goes to show that every lead generation campaign should come with a secure database that protects the information they gather. It is not something to hide from competitors. Hackers and other sorts of identify thieves are just as much a threat to them as they are to your own lead generation strategies.

Their independence – If your company is in the BPO industry, this too can be frequent. There are companies out there who mostly do things in-house even when you deem that it has come at a painful cost. Tell them that you are not always so eager and are willing to listen their story. Did their previous BPO deal turn out badly? Do they just mistrust the concept of outsourcing itself? You will never know if you just go on the offensive.

The jobs of their peers – Some prospect businesses have tight employee cultures. They are more than just co-workers. They are friends. Suppose your lead generation strategy offers something that would be deemed a threat to the livelihood of those friends? See, this can sometimes be the case for lead generation campaigns promoting new technology. Maybe you should think first on how it will not impact the people they want to keep.

Their finances – Warning: this does not make them greedy. On the contrary, this could very well have ties both big and small to the previous three. Do not forget to always use your sales lead generation tools to discover budgets as a top priority. The money you might be asking them to spend could have been saved for something just as (if not more) important. Even outsourced lead generation firms know this and cease pressing further.

You may think that these things may not really be as important to your prospects as offspring are to animals. This is something you need to fix or else your lead generation strategies will only destroy them, not help them. These prospects can still be met via B2B appointment setting because they have something to protect. Your lead generation campaign should be as much a guardian as the mama bears are.