In organizing and conducting a lead generation and appointment setting it is important that you know very well what your product or service can do. But knowing the capabilities of the products or services you are offering is never enough. You need to have a deeper understanding of what you offer. This calls for your knowledge in applying the solutions to the everyday problems that challenges your prospects. The reason why generating qualified sales leads is so hard is because a lot of sales representatives lack a deeper product knowledge. But really, what does product knowledge really consist of? What are you required to know about if you want to be more effective in sales? Will you be able to generate more B2B leads if you know a lot more about your product or service?

To start with, we must first understand what is really going on in the minds of your prospects. Simply put, your prospects are afraid. They are fear the unknown, they fear the challenges they face in their industries, and they fear the lack of knowledge in dealing with the problems. This creates an opportunity for your appointment setting team. Provided that your team listens carefully, enumerates all the issues faced by your prospects, you can then proceed in suggesting business solutions for them. It is you’re your job in sales to fully understand what bothers a prospect. Only then can you work on an answer.

Before your prospects are convinced to buy, or to sign up to your business, you need to be sure about three things. First, they have to be confident in thinking that the solution you are providing is the correct one, that it will create value to them. Second, you have to show that what you offer will fit well into their organizational structure, and that you can integrate it well. And lastly, you need to ensure that the benefits you are promising will be delivered smoothly. All three must be in place before you can take the next step in your lead generation process. And it will require a thorough knowledge of your product or services.

You also need to establish yourself as a credible business consultant. Basically speaking, you need to show that your solution works. Taking a consultant approach can help you become more effective in your business lead generation campaign. To do that, you must know the intricacies of your prospects’ business, how all the issues they face affects them in financial terms. You must also be the expert in providing real solutions to their problems. You also need to show that what you offer will give them the answer they are looking for. And that is just the tip of the iceberg. You also have to manage the delivery of the product or service until the very end.

The medium of communication to be used also plays a key role in your lead generation process. To maximize the impact on prospects, as well as get a closer scope of the issues faced, telemarketing will be the ideal choice. In case you do not have a team of your own, outsourcing the job to a professional telemarketing team will also do.

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: