Not all old-fashioned businesses are hesitant to being a little more technologically in tune with the times. On the contrary, there are some so desperate for the conveniences of new technology that they are willing pay a good sum for even just a competent ERP software application. Unfortunately, there's always a chance that their very lack of tech makes them unreachable to a software company's means. They may not have e-mail. They may not even have internet. And even if they did, what if you're the type who likes to use webinars to save your client's the trouble of traveling?
In the case that they do on the other hand, they're still a good chance that it could be their first time engaging in a webinar. It is in itself a new technology as well after all. They'll be afraid that it'll be too complicated for them and convincing them otherwise might require more specialized personnel.
Fortunately, not even old companies are without a telephone. It's been one of the basic communication devices of the 20th century and is still is in this one. What you might want to do is find the one type of group that still uses it for business communication: a telemarketing firm.
Contrary to public consumer opinion, telemarketing firms are still in use when it comes to B2B lead generation. They're the fastest means you have at your disposal to contact people that are still too technologically disabled to be contacted by you. Besides, businesses are a lot different from consumers because they have a higher need for a greater amount of products/services. They also have invested in large business database so they may already know beforehand if a client is likely to be in need of what you have. Such databases are also the subject of frequent updates and constant addition so to make sure leads don't go stale.
In the case of ERP software suppliers such as yourself, you'll need a telemarketing firm that's invested in a software contact center. These places are filled with well-trained agents who know how to communicate to a software prospect, even one that has no experience engaging in new forms of business communication like a webinar. The databases of these places are even more likely to know who needs an upgrade because the basic profile of such a client is hard-wired into it (perhaps even more than your own lead generator).
In addition, they also know the best way to convince prospects to join your webinars, thus saving your own people the trouble of telling them when and more importantly, how. This would give you more time to prepare your presentation and make them more open to what you have to offer.
As initially stated, not all old companies like doing things the old-fashioned way. Unfortunately, there will always be a chance that their old-fashioned way of management has disabled them from being within contact reach of those who help them out. If you outsource to a telemarketing company now, you can establish communication with the and hopefully make sure they'll never be out of touch again.
Claire Hansen works as a marketing communications program manager. She is inviting you to visit http://www.erpsoftwareleads.com to learn more about lead generation and appointment setting for the software industry.
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