How Telemarketing Helps In Lead Generation

October 01, 2016

How Telemarketing Helps In Lead Generation

In this age of digitalization, a lot of new marketing strategies are being used to keep up with the ever-changing trends successfully. Especially with the Internet, lots of marketing techniques can be derived which generate leads. Although, there are many resources and techniques in the field of marketing; telemarketing is still a very successful process for  b2b lead generation.


How and Why Telemarketing Works


In the age where technology changes constantly, telephones (surprisingly) still work effectively as a tool for marketing. Although technology changes along with time, people stay the same — especially their needs. And those are the reasons why the whole telephone lead generation works.

·        Human Touch

With the help of telephones, you can get into a conversation with your prospective customer. You can interact and engage with them, and you can also build a relationship with them, and that is the easiest and cost-effective way to make your marketing approach work. With the help of telemarketing, you can focus properly on the prospect’s needs; you can also overcome and address their objections, seek for reactions and feedback, and clearly answer any queries immediately. For example, if your company is into bank loan for business and if the prospect becomes interested, you should be prepared to answer their queries with precision.

·        Filter out Leads for Sales

Ask any company on where they spend most of their expenses, majority of the answers would be ‘sales compensation’. For sales people, anything that would help them to be more productive is always welcome. Sales people, or tele-experts, when in a team, can filter through many leads together.

·        Combination of Tactics from Different Generations

The techniques of the new generation are said to work best when combined with those from the older times. It’s like putting all the marketing techniques and ingredients together to create a synergy that works well.




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One example for this is a situation where you would want to generate web leads with the use of webinars or by offering white papers. Of course, you cannot expect the leads to turn into sales magically. You would surely need other techniques to entice and convince the customers, and you can do that by making a call, building a relationship, and discovering how your company and your services can help them.

Telenurturing — Keeping Leads Alive


If your leads aren’t nurtured and taken care of for quite some time, they are surely not going to survive. If you just let them be, instead of turning into sales, your leads would get wasted. You can save these leads by showing interest — initiating a call, learning where the prospects are already in their decisions to buy and how you can be of help.




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Never Forget Your Customers


It costs more to acquire new customers than to retain one, so you should always put them in mind and don’t forget to give courtesy calls every once in a while so they would know that you’re still there, and they will surely appreciate that.

We cannot deny the fact that telemarketing is still very vital for lead generation, but of course, there is always that ‘other side of the coin’.

For companies who use telemarketing, it has been noticed that this strategy would tend to have prospects that are not responsive enough in engaging with the calls. Even if your prospect is interested in talks about a working capital loan and venture capital, that kind of reaction is expected, though. How would you feel getting a call from a random stranger at a random time of the day, talking to you about offers and all, you’ll most probably refuse, right?

The prospects who receive cold calls are more likely to refuse for many reasons:

  • You’re a random stranger
  • They don’t need what you are offering
  • They don’t have any idea about your company
  • They find those types of calls annoying


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But, along with its downsides, there are still more to its advantages, and here are some of the factors that would make telemarketing more successful:

  • The market should be researched properly and understood
  • Campaigns to be used should be very well-thought
  • Tele-experts or lead experts should be professional when it comes to telemarketing
  • The prospect data list should be adequate and well-suited for the campaign
  • There should be a decent system that helps in operations (to aid in organising and to schedule the call-backs, as well as to measure the success)
  • Telemarketing can work better when done together with email marketing campaigns and social networks

A lot of businesses all over the world are still using Telemarketing companies and are continuously gaining success with it. Although there are other more popular marketing strategies, lead generation can still be addressed by this.


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Generating leads is never easy, but Telemarketing helps a lot since you won’t have to spend more money for advertising and educating prospects about your company, your offerings, and services through different outlets like TV, radio, newsprints, magazines, and social media.

The companies who use Telemarketing are made up of teams and individuals who excel in their fields; they are well-trained in telemarketing and possess a strong passion for the growth of the company and dedicated to generate more leads.

To bring in more sales with the help of telemarketing, keep these in mind:

–         Capture your prospects’ attention

Making cold calls to random prospects is a way to draw attention to yourself (i.e. the company), but that move won’t be enough since you have a 50% chance of being noticed.

–         Generating interest for your brand

With telemarketing, you are calling random people, and you won’t be able to tell what kind of company you are calling. So to generate interest in your brand or service, you have to know what businesses are needed for you to contact. If your company is into debt financing, then you need to identify companies that would be helpful for you to perform well by communicating with them.

–         Cultivate their desire

Make sure that with telemarketing, you can nurture your leads by engaging with them until they become sales-ready.

–         Make them act

Your efforts would be wasted if your prospects won’t do anything. Have a good call-to-action plan with your telemarketing program, so you can see more success from prospects turning into sales.

Telemarketing still stands a good place in marketing, particularly with Lead Generation Services. Since it allows direct communication with the prospects, you can get an immediate response and address their questions and concerns. But it all boils down to what industry the company is in, as there are many industries and market sectors in existence where telemarketing won’t do well, and many industries where it will.


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October 01, 2016

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