---
title: Lead Gen System Gone Amok Alienates Potential Customer
description: There are certain things you can using a lead gen system to increase your prospects' interest and commitment to change.
image: https://www.jillkonrath.com/hs-fs/file-13489247-jpg/images/blog-1-14-13.jpg
---

# [Jill Konrath](https://www.jillkonrath.com/)

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![lead generation campaign](https://www.jillkonrath.com/hs-fs/file-13489247-jpg/images/blog-1-14-13.jpg)Recently, I got an email from a CRM provider about a free ebook on the social sales revolution. It piqued my curiosity. Before you know it, I was registering to download it.

At that time, I was just interested in learning. I didn't want to talk to anyone. I didn't want to be a "lead." Sound familiar?

But, based on the email I received just a few short minutes after downloading the ebook, you'd think I was one a hot prospect.

> Jill,
> 
> I noticed that you have recently been on our website taking a look at some information.
> 
> Many customers who have taken this initial step have found it extremely valuable to set up a brief 10 minute call with me to answer any questions they have and explain how our different products and services could bring value to their specific situation.
> 
> This typically helps shorten your evaluation process and gives you exactly the information you need to help make any comparisons or decisions.
> 
> What is the best way to get 10 minutes on your calendar in the near future?

**Wait a minute. I think there's a major disconnect here.** I simply signed up for an interesting ebook they promoted and suddenly they've got me in the midst of a CRM decision?

**Exactly 34 minutes after the initial message, the next message arrived.** Apparently, since I didn't immediately respond to their email, they decided to try again.

> Hi Jill,
> 
> Thank you for your interest in ourcrm.com.
> 
> I am unable to reach you at: 123-456-7890. Is there a better number to reach you at?
> 
> Please let me know if it makes sense to connect. I would be happy to lend you a hand to further evaluate ourcrm.com.
> 
> Alternatively, if you don't see a need for us to connect, please let me know that as well.

**Then just two minutes later I heard from the CRM company again. **Now they're really starting to get serious with me. They want to know about my current CRM systems, issues, challenges and decision time lines.

**Can you believe this letter?**

> Hi Jill,
> 
> If you feel more comfortable communicating via email, please take a moment to answer the questions listed below. To provide you with the best overall customer experience, it is important for us to understand your specific business needs and objectives.
> 
> Thanks again for your time and consideration. I look forward to hearing from you soon.
> 
> 1. What is your current CRM system?   
> 2. What challenges are you facing with your current system?  
> 3. How do you envision using ourcrm.com? (Sales, Marketing, Customer Service and Support)  
> 4. Ideally, what are you looking for the CRM to do for your company?  
> 5. How many users do you envision using the application?  
> 6. What other CRM solutions are you looking at?  
> 7. What is your time line for implementation?  
> 8. What is your HQ address?  
> 9. How many full time employees do you have?
> 
> Thanks Jill!

**And to think all this started because I downloaded an ebook** on the social sales revolution. I expressed NO interest in CRM systems. Yet they were pursuing me as if I was in the midst of a major decision.

Unfortunately, many companies are setting up their automated lead gen systems like this. They're misconstruing my intentions and ticking me off. I can't imagine that that's their ultimate goal -- yet that's exactly what's happening.

Has this ever happened to you?

**The key to a strong lead generation campaign is to have an in-depth understanding of your prospect's world and what info they need to decide if changing is a good business decision.**  There are certain things you can to do to increase their interest and commitment to change. If you do something at the wrong time -- such as ask for a meeting before they are ready -- you will destroy the opportunity.

*(If you haven't seen it yet, **check out my Buyer's Matrix in the [Prospect Tool Kit](https://www.jillkonrath.com/how-to-prospect/)** - it's an invaluable tool to help you get inside your customers' heads so you can better serve their needs.)*

 

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