Lead Cultivation: Give Your Prospects What They Really Want
July 1st, 2009 - Posted in Solution Provider Services by Tim Freestone
Put yourself in your prospects’ shoes for a moment. You are an IT decision-maker. Thousands of manufacturers and thousands of resellers want a piece of your time and a chunk of your budget. The noise is deafening, but the pressure to support revenue initiatives and cut costs remains. Tough choices are made tougher by the array of voices around you.
So, who gets through? Those with general messages vaguely talking about “value” and “industry leadership”? Or, would you respond to a focused message that solves a specific problem in your IT environment?
CIOs and IT directors need results, and your best shot at getting an appointment is showing from the start that you understand their needs and pain points … and that you’re their best choice for delivering – and implementing – a solution.
