02/03/2023
Whether you outsource your telemarketing, lead generation and appointment setting, or you have a team in-house. There are 4 tips that will allow you to build the ultimate telemarketing and lead generation engine.
Define Your Audience – Data is the foundation of any outbound marketing campaign. There are a few important things to remember when sourcing data, and a couple of questions that you should be asking yourself.
1. Who do you want to sell to?
2. Who is likely to buy from you?
By thinking about these questions, you can then begin to build out a dataset of businesses that meet your ideal demographic.
To take this a step further, you can then start to look at your existing customer base. By getting an understanding of the people that have already bought from you, you can then understand who your ideal prospects are. What is the size of their business? What level of contact made the initial enquiry? Where are they located? What industry are they in?
Qualify Your Data – We’re not just referring to qualifying contact names and email addresses here! Qualify your data to understand your prospects’ needs. One of the most effective things that any Telemarketer can do is qualify your data in, and out, whilst obtaining key information. Every call that you make will have one of three outcomes:
1. “Yes, I’m interested.” – Great, you’ve generated a sales qualified lead with a Senior Decision Maker that is looking to have a commercial conversation with you.
2. “No, I’m not interested.” – Skilled Telemarketers will further delve into this objection to qualify whether it is a true or false objection. True, being “I don’t have a requirement for your products / services” – Great! You want to qualify this data out as quickly as you can! A false objection, being where the prospect does have a requirement but has said that they’re not interested. Is this because they didn’t understand the benefits? Is it because the timing isn’t right? A skilled Telemarketer will ascertain the reason why, overcome this objection. Assuming that they do have a requirement but the timing isn’t right… we move on to point 3!
3. Marketing Qualified Leads – These are the prospects that do have a requirement for your products / services, but are not looking to buy right now. Your Telemarketer should be looking to understand how and when they buy, is this on a cyclical basis, if so, how often? Ultimately allowing you to nurture these marketing qualified prospects until such time that they are sales ready!
Remember, when telemarketing to utilise the benefits of your proposition, buyers buy the benefit to their business, not the feature of your product/service. You want to get in the door to allow the salesperson to win the business. Your win comes from getting the prospect to agree to a meeting with a view to having a commercial discussion surrounding what you have to offer and the positive impact that implementing it will have on their business!
Listen to what the prospect is saying, and match your benefits to their needs.
If you’d be interested in discussing how The Lead Gen Specialists can work with you in developing, and deploying, a professional lead generation engine call 03332 400 054, email [email protected] or visit our website for more information – www.leadgenspecialists.co.uk
