Using outsource lead generation companies to add successful B2B lead
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Telemarketing always has been, and will continue to be, an important route to market for businesses ranging from small enterprises to large corporations. Different companies use telemarketing for different reasons, some use it to make direct sales over the phone whereas others use it to make appointments with prospective companieshttp://www.amvoc.co.uk/telemarketing-telesales/lead-generation.aspx

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Using outsource lead generation companies to add successful b2b lead

Using outsource lead generation companies to add successful B2B lead

Telemarketing always has been, and will continue to be, an important route to market for businesses

ranging from small enterprises to large corporations. Different companies use telemarketing for

different reasons, some use it to make direct sales over the phone whereas others use it to make

appointments with prospective companies, but, ultimately, all businesses have the goal of producing

a return for their investment in the service.

Telemarketers only get about 30 seconds in which to engage the target prospect and for the

prospect to make a decision about whether or not they are willing to give the caller a few more

minutes of their time. The key to a successful telemarketing camping is using experienced

telemarketers that have the requisite background industry knowledge. An engaging benefit

statement is more likely to result in a successful call that concludes in a positive response or even a

sale.

Some businesses cannot close a sale on the first call for various reasons. If the average order value is

in the high thousands and the product or service being marketed means making internal changes in

the prospect company, it will sometimes take a few phone calls or meetings in order to get the sale.

The advantage of using telemarketing in this type of situation is that the caller can engage the client,

build a strong relationship with them and keep the lead warm until the business being targeted is

ready to close the deal. Making one phone call, not getting the sale on the first call and then

neglecting the lead and moving onto the next potential prospect is not the way to go about building

a healthy pipeline and developing new business relationships. Having a telemarketing team in place

will mean that a healthy pipeline of prospects is being built constantly and that any warm leads are

nurtured until they turn into a sale or a meeting.

Some telemarketing campaigns produce instant results as opposed to others that really are long

term, “slow burn” pipeline building exercises. Some businesses use B2B telemarketing for lead

generation which involves the caller finding potential leads; these leads do not necessarily have to

be sales or even meetings, sometimes these leads are just people who have expressed interest in

the product or service being offered. Other businesses prefer to use telemarketing to close leads and

have appointments set for their sales team. Telemarketing has a multitude of uses and can fit into

the marketing mix in whichever way works best for a business.

The problem most businesses find, however, is that they do not have the time to phone hundreds of

prospects on a daily basis as well as maintaining a relationship with any potential customers that

have been encountered throughout the campaign. For this reason, and because setting up an

internal telemarketing team is extremely costly in terms of finances and time, many businesses

prefer to outsource their telemarketing to partner lead generation companies.


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