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Improve Sales Through Lead Generation

Your office phone isn’t ringing as much as it used to, but that doesn’t mean that your company needs to start closing its doors. You (or your salespeople) just need to get back to prospecting and lead generation.

Getting your business and services out there to the public is more important now than ever. Thanks to the recession, people are more careful about where and when they spend their money. Waiting for your target customers to turn themselves into leads is a noble effort, but it’s largely a waste of your time.  It’s your job to let them know what you offer, because they’ll never know otherwise if they need it or not.

By prospecting for potential sales leads yourself, you have a better control of the pace of your sales process. It’s not the most enjoyable part of being in business, but it’s definitely the most crucial. There are plenty of methods you can use to help with your prospecting. You could start sending more emails, if you haven’t already. Look into joining trade shows, and even television advertising if you can afford it. If you feel like doing it the cheap and old-fashioned way, you can always grab the nearest phone book or search on Google. You can even hire professional telemarketers to do the cold-calling for you, or you might opt to go straight to a reliable telemarketing company for your telemarketing needs. All these methods have their advantages and disadvantages, but the important thing is you get your products and services noticed by the right people.

The Problem With Telemarketing Today

Telemarketing Problems Today

Critics and pundits all say that this is a dying form of marketing, but still it lives. It still functions. And it still does what it does best – generate B2B leads. That is the truth, and that is the reason why telemarketing is still employed during lead generation campaigns. It is the closest that a marketer can get to a face-to-face meeting with business prospects. It is affordable, it is measurable, and it is not that cost prohibitive. So, what are the problems plaguing this marketing tool? Heaps. There are a lot of issues that telemarketers need to face. To start with, we have:

 

  1. Fraud – yes, fraud is a big issue, since this prevents telemarketers from getting to their prospects. It takes a lot of hard work to build up credibility, and even if you are a credible firm, there is no assurance that you will get a sale.
  2. Rejections – related to point number one. Cold calling receives a lot of rejections (for a variety of reasons) from business prospects, causing problems for appointment setting campaigns.
  3. Evolving technology – first, there are answering machines, now there are caller IDs. The way technology evolves to screen out unwanted calls compels telemarketers to look for other ways to get in touch with potential sales leads. Robocalls are of no help either (since this actually increases the rejection rate).

 

These are just some of the challenges faced by telemarketing firms today. Solving or addressing these concerns would be crucial in keeping this marketing tool still viable in the years to come.