The best way to develop a profile of an IT buyer is to let the prospect do all the hard work for you. Rather than deploy telemarketers with little instruction or direction, enter:marketing uses a proprietary self-profiling approach in which our OnTarget list construction integrates with an IT buyer’s explanation of his needs. Everything from the development of the list, through creative and survey questions, is designed to give you clear tools to help you secure a high-value appointment … that is more likely to lead to a sale.
The self-profiling process does more than turn a prospect into an appointment, however. It also equips IT resellers to extract more value from every meeting. You’ll have the information you need to speak accurately and in detail with your potential client, increasing the likelihood that he’ll become an actual client. For every appointment, you will have a list of specific pain points – defined by your prospect – that map back to the solutions you offer.
The profound advantage of the enter:marketing approach involves the quality of the information: you’re getting sales intelligence from the IT buyer directly. And, the buyer is willing to commit the time to supply it, suggesting an increased likelihood that your marketing effort will turn into a sale. Finally, you know that you will walk into that meeting informed by the buyer and ready to have a serious and effective discussion that will advance the sales process.
Lead profiling is among the most important aspects of the marketing process. Why guess? Work with enter:marketing to take the speculation out of gauging a buyer’s characteristics.
