Does it feel like your lead generation campaign is not going anywhere? You contact prospects but they say they are still on vacation. You thought you were making progress but all of a sudden your prospect does not return your reply. It is like your lead generation process has stalled in the same way players feel stuck in progressing the story of a role-playing game. In their terms, this would mean you still have to find “event triggers.”
Janitorial work may be far from fantasy but oddly enough, the concept of 'event triggers' (also called event flags) have real life applications outside of games. See, these flags represent actions that players must perform before the rest of the story can happen. When you think about it, even shows like Dora the Explorer or interactive marketing presentations behave the exact same way.
Your lead generation process is missing something and therefore has stalled. Now, what do you have to do in order to get it running again and finding your janitorial leads?
- Did you talk to the right people? - A popular method players use to find event flags (especially when they are in a town) is to talk to everybody. Granted, you might want to narrow this down for your lead generation strategy but the concept still sticks right? Maybe the people you contacted in a particular company were not really the right ones to talk to.
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- Do you have the necessary items in question? - Sometimes a prospect will not go further into your lead generation process until you fulfill a certain request of theirs. Granted, there are some requests that might be out of your reach but that is not an excuse to look out for those you should have but just simply forget. Do not waste time and comply whenever you can!
- Have you tried waiting? - Contrary to some, this may not always be the first thing you would try to do (be it in gaming or in janitorial lead generation). Regardless, maybe you really just need to wait until a prospect comes from vacation. Even in some games, there are features that allow players to fast forward to certain dates because that is when things start happening again.
- Can you do something else for time being? - Sometimes events you think would happen soon will actually not unless you spend time doing something else. This too, surprisingly, works for lead generation. Why wait around for a prospect when there could still be others to qualify while you wait for them to get back?
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Do not be quick to blame a static lead generation campaign on business weaknesses. Your prospects could all be just waiting for you to accomplish a certain action, an event flag. Figure out what that action is so you can finally obtain your B2B sales leads.
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