Follow-ups during a campaign do more than just let you know where you are in your sales cycle, it also helps to generate more interest in leads you’re nurturing. If your campaign started with a cold call, try following up with an email to gauge the interest level of your lead. Should the interest seem low, you can make the decision to drop the lead and go elsewhere or step up your efforts and really push for the lead to advance in the sales cycle.
Email is a quick, easy and cost-effective way to do your follow-ups in lead development
campaigns. To ensure that your email isn’t flagged for spam, try not to include too many attachments and make sure you include a catchy subject line to generate the most attention to your message. Email is quick and easy, but it’s not the only way to do a follow up. A more effective means of doing your follow up is to make a call. Telemarketing firms offer a more efficient method than any in-house call center can offer, which is why it pays to make the investment.
In some cases, the telemarketing company you partner with will provide you the email follow-up tasks after their first round of calls. This can be a cost savings as email follow-ups are cheaper to work with than a second round of calls. These emails will have an even better chance at sparking interest because professional telemarketing companies know how to generate the largest amount of interest in their interpersonal, active calling campaigns that set the stage for more effective follow-ups.
One method professional telemarketers use in their first round of calls is to ask the contact how they would like future correspondence to go. For instance, a telemarketer could end the conversation by informing the lead that they will get back in touch with them soon, either by email, phone or in a face-to-face meeting to discuss business matters. If an appointment for an actual meeting is set, tell the lead that you’ll be contacting them prior to the meeting as a friendly reminder of the appointment.
Some professionals refer to this form of lead development as “teleprospecting.” It’s an effective means of gauging the interest of the leads and it also helps to enhance the relationship.
Efficient telemarketers will use as much data as possible to generate the highest number of qualified leads. Data collection is becoming a major contributing factor to the success of telemarketing campaigns that are focused on a very specific demographic. Furthermore, this type of data farming can lead to longer relationships with more profitable outcomes. When coupled with a lead generation campaign and proper follow-up procedures, telemarketers are capable of delivering on just about any campaign.
Blue Valley Telemarketing is a lead development specialist in the B2B space. Using U.S.-based call centers, Blue Valley has highly-trained staff members knowledgeable about lead development and all the steps involved in ensuring a quality campaign.