Software Leads – Reaching Them Out Personally

Software Leads – Reaching Them Out Personally:by Lawrence Anderson
Adopting a personal approach to connect with software leads has its pros and cons. But in keeping with the idea, I’ve decided to make this blog post a little more personal as well by adopting a first-person perspective. Now you might be thinking, what does that have to do with software leads? How does putting more personality behind marketing make it better? How do you keep it from turning off these software leads?

Where A Personal Touch Attracts Software Leads

For one, putting more personality challenges a popular criticism about software. I am sure you have encountered the popular archetype that depicts computers to be cold, emotionless, but highly intelligent machines. This kind of images extends to your business and it can be an obstacle to attracting the software leads you need for things like appointment setting. Businesses should still be run by people, not machines right?
Furthermore, you and I have to admit this mentality is justified in a lot of cases and you do not need to process software leads just to know this. I have lost count of the many times I have met people who think technology is replacing people’s values. Such concerns, while valid also do not make a market fertile for software leads. It feels like you are the bad guy when you start running into that counter-cultural movement that increases awareness of techno-stress. It is easy (and painful) to imagine the business owners in your software leads suddenly lose interest when they see their employees communicating with their smartphones than with real people. (It gets worse with the reputation of IT industries as the business equivalent to the nerds and geek sections of a cafeteria.)
If you do not want this happening, it is only logical to start getting a little personal. And by personal, I mean coming off as a human being when qualifying software leads, regardless of what you use to communicate with prospects.

• Practice – You attract software leads with methods that have been honed, not those you try on a whim. If you are about to try something like forum posting or even telemarketing for software leads, do not be afraid to do a little practicing and testing. From my experience, I’ve seen a posters’ content go from typical chat speak to something you could actually publish on an op/ed section.

• Draw from experience – Guess what? I just set up an example up there. Instead of letting static product demos attract your software leads, throw in some hands-on experience! Tell real stories about your software, what interesting challenges you have faced, and a few unnoticed facts you have observed from previous ERP software leads.

• Speak normally – Now the pervious point does not mean using too much tech talk. In fact, you would still lose a lot of software leads that way. You need to be a natural when it comes to using layman’s terms. In fact, speaking in a way that sounds more human and frank can make conversations faster and bring you closer to qualifying (and even closing) your software leads.

So if you are sick of being labeled as an industry that is socially inept and out of touch (something I can definitely relate to), make it more personal. Adopt a more human image in your lead generation services when engaging prospects for software leads.