The Pitfalls Of Lead Generation

Lead generation is not a complicated process

Lead generation is not a complicated process. However, without the right amount of planning and thought, the call center may fall into certain unproductive pockets in the sales lead generation process. A couple of these pitfalls are created by the clients themselves while the others crop in due to the lack of foresight on the part of the BPO unit itself. There are certain hurdles for a call center services firm when they take on these projects. Let's take a closer look at them, one at a time.

First up is the question of expectation from the call center firm. Lead generation may not be entirely a factor of time, but time does play a major role. Clients have to understand that the results will show up only after a certain period of time. If you are planning a telemarketing campaign, you will need the agents and the process to kick-start and then spread out wide. You will need to make allowances for the outbound call center agents to tap into the market before they can come up with something that you can call results. If you are too eager as a client to see tangible proof that the BPO team is actually leaving no stone unturned, they may be tempted to rush through in the nascent stages of the project. That is never a wise idea.

Second, the lead generation companies need to plan out alternate methods of generating leads. Depending on telemarketing calls solely is not the perfect way to do things in the modern day. Phone calls are being challenged as a sales lead generation medium by websites and social media networks. Emails are the preferred mode of communication for many. It depends on how you want to communicate with your clients and customers. If you are a B2B firm, it is better that your BPO agents use emails instead of phone calls. Likewise, getting a website to showcase your products/services is a wise idea, too. Business heads would love to see your online presence. Moreover, the call center services can tap into the consumers and users who look for you online.

Third, get the call center agents to do a follow-up job. Lead generation is an expensive process and you wouldn't want the generated leads to cool off because the outbound call center agents didn't follow up. Make your BPO agent to email your leads once a week with updates. Consumers like it when you keep them in the loop. If you have material that is not exactly related to the services they want, you can email those across and hope to make a sale. You never know about the dormant needs of a consumer. Put your best foot forward and show them all the cards. Many call center shy away from using cold calls as means of sales lead generation. Experts of BPO service tell us that cold calling is effective. It does bring in results. Pull out all the stops and the lead generation campaign will surely be a thumping success.

by: Ivana Lewis

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