Tips on Choosing the Right Telemarketer for Lead Generation
Lead generation is the foundation of any good sales strategy. One of the most powerful tools used in lead generation campaigns is telemarketing. It’s a method whereby you gather a multitude of information that helps you shape a strategy that is ultimately more beneficial in many ways.
To leverage the power of telemarketing, you have to partner with an expert with enough experience to capture the quality leads you depend on to reach your business goals. But how do you evaluate telemarketing providers? Here are some tips.
Choose the Communicator
Telemarketers need to be expert communicators because one of the most essential aspects of a lead generation campaign is gathering information, which is difficult to do if there is no nuanced communication happening.
Your telemarketer should have the skills necessary to get buyers the information they need to plan purchases. They answer all questions and provide further access to information that can assist the client in making a fact-based decision. Furthermore, a telemarketer can help clients fully understand who a lead is and what they need.
Your telemarketer can also utilize all the tools necessary to optimize inbound sales opportunities. This means they need to have a finger on the pulse of the customer to determine what’s important to them and why they are taking time to have a conversation with your company.
Choose a Nurturer
Time and again it is proven that nurtured leads make bigger purchases. Among the core functions of a good telemarketer are qualifying and nurturing leads. It’s often too time-consuming and inefficient for salespeople to determine which leads are primed for making a purchase, which is why this is best left to telemarketers.
The nurturing aspect is what turns a prospective lead into a sure thing. The engagement cycle is enhanced by the efforts of the telemarketer, who grooms the lead to the point where it can be passed on to the sales personnel.
Whether you are planning a strategy for B2B or B2C sales, the right lead nurturing campaign can recognize the behaviors that indicate when a purchase is most likely to occur and design steps to help the contact move from a lead to a sale. Each requires a different approach, but an astute telemarketer can move from one style to the other effectively.
Choose an Evaluator
A lead generation campaign has many phases, even after it is completed. Your marketing team should take steps to work with the telemarketer to evaluate how the campaign played out. Look at how many leads were actually qualified and how those leads turned into profit.
Look for areas where you can improve your performance for the next campaign.
Always Outsource
There is often an attempt to save money by trying to carry out a telemarketing campaign in-house. While this seems like an economically responsible thing to do, it usually ends up costing time and money in the long run, and the leads generated aren’t quality.
Most in-house operations don’t have the advanced dialing systems to make calls more efficiently. The staff isn’t as seasoned or well trained, and there are many costs associated with infrastructure.
You also need a telemarketing company that acts as an extension of your customer service staff, one that can seek out feedback from customers and provide any necessary solutions in keeping with your brand’s quality. You need a dedicated team that offers customer service just as if they were within the four walls of your own company.
At Protel, we’re high quality, cost competitive solution that is tailored to handle your lead generation campaigns. Contact us today and let’s talk about how our services will provide you with the return on investment that will keep you coming back.
