As the old saying goes says “You can catch more flies with honey than with vinegar”.
It means it’s easier to have people accept your ideas through polite and reasonable arguments and a bit of flattery than through hard-nosed confrontation.
Nevertheless, using the proverbial vinegar, many IT SMEs hire super-aggressive bulldog type salespeople and send them out to the four winds to dial for dollars and knock on doors to harass innocent people with their idiotic sales pitches.
Somehow, IT leaders ignore the honey-based approach.
An approach that cuts out the mindless chasing after your prospects and magnetically attracts them to you.
And if you employ subcontractors in your business, you’ve already laid the foundations of this honey trap approach.
I know the phrase “honey trap” is used in a drastically different context, but today, we use it for lead generation, which undoubtedly is one of the biggest issues in most IT companies.
For many, the situation is so bad and sales leads are so few and far between that every new sales lead is a cause for major celebration, and IT companies want to turn those leads into paying clients in one fell swoop without any qualification.
But there is a very specific situation when it’s less than obvious who has the lead and who has the right to convert it into a client.
And this is the fiendish topic that we discover in this month’s sinfully sumptuous episode of Tomicide Solutions, mysteriously entitled, But Who Brought That Sales Lead In Anyway?.