You could have the best product imaginable, but if you’re trying to present it to the wrong audience, it’s going to fall flat. It’s akin to selling snow blowers in Phoenix. Is your data old? Your contacts could have moved or been promoted or left the industry all together. How do you manage it and how do you qualify it? Answer these questions to determine where you’re at with your data quality. A better idea might be to hire a telemarketing firm to help you run through some lead development techniques that identify the target market.
You need to know who the decision makers are within your target audience. Here’s a scenario that plays out too often when the target audience isn’t identified correctly:
You make a call but you’ve got the wrong name. There is a chance that the company you’re calling has a no-name policy, which means your call is unsuccessful. If, by chance, you get routed to someone else, they might not be the person who can help you, so you get routed to another person who might not be at their desk, so you get a voicemail.
This situation can play out over and over when you don’t have correct data and your calling campaign offers very little return on investment.
You need to go through your data and profile your contacts. Make sure they’re grouped appropriately and that they’re still in the position they were when you last contacted them. Your list might not be large enough, so consider shopping for a list through a broker. Determine if the job roll of the contacts on your list fit the role of someone who has decision-making power. You can even scan LinkedIn for supplemental contacts for your list.
A good way to check off useless contacts is to offer them an opt-out every 28 days. If your “lead” doesn’t have purchasing power, they too need to be profiled accordingly. Not every qualified lead will be ready to close the sales cycle on what you’re currently selling, but keeping them in the loop and nurturing them can lead to bigger sales later.
Reputable telemarketing firms will run a lead generation process prior to their sales efforts. They have the training to effectively carry out telephone interviewing, or as they call it, teleservices. They can quickly go through a list of leads and come out with a fully vetted list that will produce excellent results.
Blue Valley Telemarketing is a company that knows about reaching the target audience on a daily basis. When it comes to lead development and customer development, we’ve got proven processes in place to bring value to your campaign. Blue Valley’s U.S.-based call centers offer many options through highly trained professionals. Contact us today and find out how we can help you hit your target more consistently.