Today everyone knows prospects are going to research a product or service before buying it. Current studies indicate a prospect has done 60% or more of the research before they contact a company about buying a product or service they’re interested in.
As a copywriter I download many articles, case studies or white papers from the Internet. Invariably I have to furnish my contact information to get those. More and more frequently a sales rep from the company calls me the same day or the next day regarding what I have downloaded.
This turns me off.
As a copywriter. I frequently download that article, case study or white paper to see how well it is written and for information I may want to use in my own work. I am not doing it because I am interested in a service or product being offered. Yet they view me as an active lead even though telling them I am a copywriter should let them know I have little interest in what they’re offering.
Is the same thing happening to you? Are you concerned about these over-aggressive sales reps?
It would be helpful if their companies let them know in today’s Content Marketing world sales reps should not call a brand new prospect right after they download a report. Their marketing department should cultivate that prospect over a period of time. The marketing department’s goal is to move them from a cold lead to a warm lead and then a hot lead.
A sales rep should only contact hot leads. That is a far better use of their time. Any contact prior to that time may chase the prospect to the competition.
Check to see if your sales reps are guilty of this. Download an article, case study or white paper from your site. See what happens. If one of your sales reps calls you, you may want to educate them.
