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There are many ways that any company in any industry especially those that are dealing with b2b or business to business transactions and making waves with other big-time companies in gathering more and more customers. An IT company for example should consider the fact that in order to gather more and more customers, they need to do more than one thing in realizing this kind of goal. B2B telemarketing and and referrals are two common marketing ways to generate IT b2b sales leads. For many companies, client referrals are the driving force of our business. With referrals, a company is actually doing a collaborative marketing wherein they unintentionally try to let their satisfied clients participate in their marketing strategy to generate more business leads. Since these clients of theirs are already satisfied with the products and/or services they have offered, they are very much willing to give referrals to the company and they may even try to let other people know about that certain company through word of mouth. In other words, satisfied clients can also help an IT company generate qualified leads and nurture those marketing leads or IT leads and generates more sales. No amount of advertising and promotion has brought any company better quality leads and long term accounts than a recommendation from a happy client. What an IT company can do is to simply ask their customer for referrals. They can ask if he or she knows someone who might be interested in the same types of products or services. If possible, IT companies can give out business or calling cards so they can pass them along to other persons. If they make new cards, they can send their customers a few and ask them for referrals. And, by the way, distributing things like calling cards or business cards and flyers and other paraphernalia is also a form of marketing method to generate qualified leads. After a referral has been made, the IT company can proceed to do telemarketing services or specifically face-to-face appointment setting services depending if what they are offering is something that needs for a follow up or not. They can call up that person and try to know more about them or the company they are representing and arrange for face-to-face appointments. While doing so, the IT company can tell their prospects exactly what it is they’re looking for or what they need to know. This will help to get qualified leads from their target market. An IT company, through telemarketing services, can also attempt to build a customer community. Aside from appointment setting, telemarketers of an IT company can also invite their prospects for trade fairs or trade shows or even online webinars. They can also use a chat room, forum or blog on their web site or other customer events sponsored by themselves. This brings a community of customers together and stimulates word-of-mouth. Unfortunately, most IT companies don’t even have time to train their own people to become professional appointment setters or telemarketers since they are more inclined to create and develop IT solutions. So, what they do is they try outsourcing to b2b appointment setting lead generation companies and let the telemarketers of that company do the job of appointment setting and generating warm and qualified leads.
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