Lead Generation In Crazy Busy Times

Lead generation in these times is tough

Lead generation in these times is tough. It was easier a couple of years back. Then lead generation companies would conduct blitzkrieg operations and walk away with qualified lead without much of a sweat. Now there are many factors working as obstacles on the way. Sales lead generation is expected to combat with do-not-call lists, competition and rugged rivalry.

The situation is even worse when it comes to B2B lead generation! Here, the entrepreneurs of start-ups and business heads of MNCs have hardly any time to spare. They are always on the go, either sealing new partnerships or trying to expand their empire. Whoever has the time to talk to a marketing lead generation call? However, if your call centre has a project, the agents have to do it. Let's check out the options now.

B2B lead generation can only be successful if the agents are prompt, professional and near perfect in their execution. Tapping the entrepreneur is only the first step. And you can't take that in a hurry. Picking up the phone and calling the lead is juvenile these days and yields no result. You have to network. The lead generation company has to think of alternate ways of lead generation.

Try the fresh web 2.0 tools. It makes a favorable impression on the prospective client if the telemarketing leads are fished out from alternative forms of media, like the social media networks. Networking is the key. It's not enough to make the right noises anymore. You have to make sure that they get heard and they echo in the proper business channels.

Once you get through the defenses of the target client and connect with the person, it's time to talk business. Pitch for your call centre services with confidence. Make the partnership look valuable at both ends. Some lead generation agents make the mistake of making the entrepreneur feel that the BPO firm cannot be a value-add because they pitch their services in a negative way.

Let it come across like a partnership between equals. A B2B lead generation should have something for both business firms. The lead generation companies have to ensure that business heads have this in mind when they are trying to forge ties.

The next step to lead generation is to follow up. You cannot expect a business head to remember to call your call centre desk. It would be far wiser for your telemarketing agents to do a follow-up job. All the lead generation companies need to do is ensure that the agents are following up the cases closely. A qualified lead comes across after a lot of effort and hard work. The last thing you want it to jeopardize all of that and allow the leads to cool off.

What you can do here is email your contacts on a regular basis, informing them about your services and price revisions, if any. Make them a regular feature in your business communication even when they are just thinking about getting into a partnership with you. That way they feel a sense of belonging with your company.

by: Ivana Lewis

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