Many B2B prospects are weary these days of having to waste their time in meeting salespersons too early in the purchase cycle.
So much so that they may be skeptical of even inquiring on a typical B2B sites for the fear that salespersons will start calling them. What is a marketer do under these circumstances ?
I suggest that even if you get a request for a quote at your B2B site, do not rush. First, you must see how the profile of the inquiring party tallies with that of an "average target customer" profile. Only when you have internally “approved” quoting for it, should you send a quote to the party.
Do not make any call before the quote is sent. If you must, make it clear that you are gathering information only for working out a quotation.
Send a "courtesy email" on the same day but after the quote has been sent.
After a few days send a follow-up e mail (and not a call) and, introducing yourself, say that the purpose of the mail is to make sure that the client has received the quote and ask if the requirements have been defined for the project and enquire if they would like to have a list of broad requirements compiled from the experience.
Once a conversation begins, then you can pick up the phone. Make sure you deliver some value before you pick up that phone.
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