As part and parcel of b2b lead generation campaign, it is only normal to be involved in business negotiations. You have to admit that this is a task that is rather difficult to perform if you are not skilled in talking with b2b leads or prospects. But you will agree that this is a necessity. Closing business deals will depend on your skills in creating brand value, and you need to prepare a few things first before you go ahead with your plans and try calling up prospects. Failure to consider the basics may put you in a bad position later on. So, how will you be able to do it? What should you be thinking about?

1. Know their ceiling – as a rule, there is a certain price or value of your service that prospects are simply not willing to pay. You need to identify what level prospects are willing to sign up before you give out the actual price. You do not want to set a price that might be easily countered by your competition in appointment setting, right?

2. Offer higher tier products first – even if prospects are looking for only a basic business solution, introducing them a higher tier product may actually be a good way to make them sign up. Only sales leads that are entirely certain of their affairs will be able to reject your offers, but most would be willing to pay the higher price, if it meant getting a higher end product or service.

3. Give some discounts – depending on the product or service you are offering, it would be advisable to offer a discount to your prospects. It would be a good idea for volume purchases or advanced payment. It will encourage prospects to do business with you. This is a normal tactic at the start, especially if you are working with them for the first time.

4. Talk to the decision maker – in the course of your work, you will have meetings with lower level executives who will demand this and that from you. As much as much as possible, before you proceed to offer different contract terms, get the feedback from the person who will actually sign the paper. You might end up offering something far less than what the prospect actually had in his mind.

5. Put a floor on your price – this is one of the most important points to consider. Remember, there is no point getting that deal if you are not making any profit at all. Try adding up the costs you will incur in providing the product or service. From there, you can sketch a clear idea on how much you should be charging. Taking deals below that amount will put you in a tight spot, no matter the size of your production volume.

It also pays to know what marketing tool you should be using to communicate with business prospects. There are a lot available, like social media or telemarketing, but what is important here is that it fits your business structure well. It should also maximize your capacity in finding, generating, and qualifying business leads.

Author's Bio: 

Belinda Summers works as a professional consultant. She helps businesses increase their revenue by lead generation and appointment setting services through telemarketing. To know more about this visit: