http://www.jmoellerconsulting.com/ en-us http://www.jmoellerconsulting.com/website_promotion_blog.htm In the Software business, lead generation becomes increasingly tougher. Prospects are overloaded with cold calls and newsletters from hundreds of vendors and resellers and start to "shut their doors". They are ever harder to get on the phone, let alone the challenge get hold of their permission to send them an e-mail. In this situation the question is whether it makes sense for a software vendor to keep on with this strategy. But let's have a closer look: what do they actually do? Many vendors prefer to be direct: they do not offer their prospects any real benefit in return for their time. This is the wrong approach in today's fast paced marketplace with ever increasing communication and information, but with decreasing time slots for actually dealing with the important management issues to be resolved. Instead, the real question is: What do you know that can help your prospects succeed on their marketplace? This is what they are really looking for. And once you have given that, you can still start with your pitch. Here is an example: if you sell voice applications such as voice recording and monitoring, your prospects will probably include Financial services and other industries which are obliged to keep proof of their transactions. The real question in the first place is not what your product can do for these companies. It is rather, what they can do with voice applications in general to make a better impact on their business. If you go one step further now and offer them your free support to prepare their business to implement these "to dos" you will be in a much better position to make your pitch later on. Larger companies can do this when establishing dedicated project units and managers. Smaller companies with less budget have the alternative to look for business partners in the systems integration and in the technical consulting markets. There are also freelanced professionals who you can assign to do the job when requested. Sure, this will cost money. But on the other hand the question is how much money you have already wasted for cold pitches with companies that you simply wanted to sell to without them even knowing you. How did you learn to know your partner in life? Did you walk up to him/her and asked them as a complete stranger to marry you or to be with you? Probably you first invited them for a drink, haven't you? Send your feedback to info@jmoellerconsulting.com or call us at +44 (0)7811 353 996.