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When you are conducting a lead generation campaign in Malaysia, you should always remember that this is not all about selling. Yes, you need to get B2B leads, but that should just be an aside. Actually, your aim is to help a prospective client make their business grow. Once you are able to do that, everything else will follow suit. This means you have to solve the problems they face. But to do that, you have to know the true nature of the problem. You need to go deep down and look for the root cause of the prospect’s concerns. Think about it this way. Malaysia is a country with vast business potentials. It is one of the leading economies in Southeast Asia, with a considerable petroleum export to other countries. It is also a powerhouse in various industries. This variety of businesses naturally blurs the lines between cause and effect in business performance. Too many factors come into play. This is where root cause analysis comes in. It is a structured approach in analyzing a problem, taking note of the various factors, issues, as well as environment, in which a problem crops up. This also includes identifying behaviors and decisions that had to be changed in order to get a favorable result. If we put it this way, this is much more comprehensive than simply hearing about the problem and then proposing a packaged solution. In other words, you need to tailor it to fit the needs. Because there is the possibility that the answer you are offering is not the solution to the actual problem. If you want to visualize it, think of an onion. With its many layers, you need to peel one by one until you get to the root. And yes, like an onion, lead generation can be a really painful, tear-jerking experience once you use this method. Aside from asking the prospects themselves, you might have to use a lot of channels and sources to fully understand what is going on. It could be social media analytics, forums, or maybe telemarketing surveys to gauge the market. While these may be really tedious and time-consuming, you should keep going. You have to find out what are the underlying causes of the prospect’s problems. Let us have an example to prove our point. Say, you found a company that is having a hard time selling t-shirts to the teen-aged market. At a glance, you might suggest a more aggressive marketing campaign, using a lot of communication mediums to reach out to their targets, like telemarketing and social media. But a closer look at the market reveals that their target (the teenagers) do not buy t-shirts at all. In other words, no matter how hard they market their product to teenagers, nothing will come out of it. This is the advantage that you will get when you employ root cause analysis in your lead generation work. Of course, if you do not have the skills to do it, then it is best to outsource it to a competent firm that specializes in market analysis. Jayden Chu helps companies in Malaysia and in other Asia Pacific countries increase their business revenue through lead generation and appointment setting services. He is a professional consultant for telemarketing services. To find out how you can increase your business revenue, go to http://www.callbox.com.my
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