B2B Lead Generation Gets a Bump From Telemarketing
The main goal of any B2B lead generation campaign is, of course, to close the sale. There are other goals along the way, though, that can help strengthen your marketing efforts and help you refine your content strategy. How do you know if your telemarketing company is adding value by both providing leads and gathering information that helps you shape your strategy?
Here are several ways to evaluate your telemarketing provider to see if they are not only offering effective B2B lead generation, but also helping you in other ways to improve your strategy:
Why you should include telemarketing in your strategy: Telemarketers are trained communicators, so they offer a valuable opportunity to connect with your contacts and enter into a conversation with them. They gather information that can act as a springboard for further interactions and help your contact move along in the buy cycle.
Telemarketers help buyers get the information they need to plan their purchase, answer any reservations or questions and provide access to additional content that addresses any challenges that they are facing. This process of qualifying leads prepares the potential buyer and allows a sales rep to move in and close the deal. Qualified leads give you a clear understanding of who the lead is, what they need and whether you can meet those needs.
Nurturing leads: Qualifying and nurturing leads is a core function of telemarketers. It’s too costly for your sales team to spend time determining which leads are serious possibilities for sales, so telemarketers can fill this unique role of identifying and then nurturing leads so that they move further into the engagement cycle.
Measuring success: Communication between your telemarketing agency and your own marketing team is not over after the telemarketing campaign. A successful B2B lead generation effort is not complete without an evaluation of the performance of the campaign. How many leads were actually qualified and what percentage was completed with a sale?
Why you should outsource telemarketing: You may be tempted to do you own telemarketing campaign in-house, but there’s good reason to outsource. Telemarketers use advanced dialing systems to efficiently handle calls and they are familiar with the complex regulations that govern the telemarketing industry. They also have reporting tools to evaluate the effectiveness of their campaign.
Blue Valley Telemarketing is the B2B lead generation expert. Make an appointment with us to talk about your growth objectives and how telemarketing can help you achieve them.