A successful lead generation with Telemarketing
Telemarketing has proven to be a very good sales tool for businesses all around the world. The main factor that makes telemarketing an effective tool is a human connection. Other marketing means like email and SMS lack the human connection that is most important for your business to generate leads.
Research shows that many of the customers are diverted to a particular product due to effective calling by the company from time to time advising about new offers or schemes. Simply wishing the clients on their birthdays or anniversaries is also a way of telemarketing. Many businesses big or small now maintain a telemarketing data which helps them to retain existing customers.
Telemarketing is quick and a non-expensive way to generate leads for your business. No matter how successful your business already is, its survival depends on getting more and more customers and retaining the older ones. Always remember that your rivals are just around the corner ready to pounce on your customers, hence you need to use all the tools effectively to grow your business.
How to generate leads with Telemarketing?
Generating leads with telemarketing is an act of fine balance. If you push too much you will be listed under blocked callers or maybe the clients will stop answering your calls. Telemarketing has to be done in a precise way so as to build rapport with the client and not irritate them.
- Referral System: Referral systems are one of the best ways to generate leads. Every company maintains telemarketing data lists comprising of existing customers. You need to explain to your clients that every referral will earn them certain reward points. This way you can get genuine numbers of potential clients which you can convert into sales. Referral also means that you get word of mouth publicity from your existing customers as well.
- Social Media Apps: You can use popular social media app like Whatsapp to get potential leads for your business. Messaging over the internet also comes under telemarketing as you will use human touch to communicate with the person at the other end. You can start a WhatsApp campaign where people send answers to a quiz or contest to your WhatsApp number and thus you get hundreds if not thousands of potential leads.
The effective way of Telemarketing
While Telemarketing has been in existence for a long time some companies are so obsessed with it that they are hell-bent on telemarketing lead generation through incessant calls to consumers irritating them in the process. What companies and businesses need to understand that telemarketing should be done to inform customers about your products and not force the details down their throat.
Telemarketing provides a human touch and as such even we would not like to interact with individuals who are pushy. The most effective ways of telemarketing are limiting your calls per day so that you can take your customers through the offers in a professional manner.
Many times we come across telemarketers who sound as if they want to get rid of their phone call list for the day. This should be avoided at all costs. Maintain telephone etiquettes and do not rush into the conversation. An impatient tone will never get any telemarketing leads.
Scripts or No Scripts..?
A lot of telemarketers swear by their scripts. So much so that sometimes they are unable to answer anything that is off script. While the script helps to steer the conversation in the direction of a potential sale or lead, you need to play field as per the situation. There are higher chances of generating a lead if you look to develop a rapport with the consumer rather than just rattling off lines from the script.
You need to develop the knack of identifying a prospective buyer. Not every cold call will lead to a prospective buyer; hence identifying the potential buyer is something that is important. This will help in saving time on a call where lead generation looks bleak.
Just taking a phone list and calling the numbers will only fulfill the call quota for the day but will be unproductive in the long run. Try and develop a script that does not border on hardcore sales, instead tentatively push the client in that direction. Many telemarketers who have handled the calls as per the situation claimed to have a good lead generation.
Keeping the leads alive
A number of your potential clients will say that they do not have time right now and to call back later. Many telemarketers do not call back and assume it is a dead end. Do not assume any such thing unless the customer specifically tells you to. Politely ask the client the best time to reach him and make sure you call at that time. This gives the impression that the client is important to you and you genuinely want to speak to him/her.
Once you have spoken to the customer and given him all the information ask when you can call him/her back. Don’t ask for a decision right away. The client will always want to mule a little over the offer or scheme and will not say yes at the first go. Be patient and call back only when you are asked to. However, remember to call back and not let it slip. Taking the leads to their final outcome-yes or no is important. Try your best to encourage the client to take the decision at the earliest.
Retain existing customers
Your existing customers form the backbone of your business. Do not neglect them in pursuit of acquiring new ones. Once in a while let your loyal customers know about any new products that you have launched or any upgrades that are available in the existing product. This will create goodwill for your business and also help in retaining your existing customers.