handling Chatty Prospects In Lead Generation

SEO service providers should remember this rule: when conducting aB2B lead generation campaign

, it is always important to get your prospects to talk. From there, you can get a lot of information that can help you become more effective in generating sales leads. But what happens if the prospect happens to be the chatty type? Basically speaking, they just love to talk and your appointment setters lose control of the call. Surely, you need to take care of them decisively. You do not want to have your agents waste their time just listening to the latest gossip (or other what not) that a well-intentioned, but chatty, prospect will say.

Of course, we need to understand why some prospects just love to talk. It could be possible that they have not talked to anyone for some time, and they just wanted to take your call as a chance to finally get out what they say. Also, they might be focusing too much on details that, although may seem important to them, may not actually have a huge impact on your sales leads campaign. Open-ended questions are not advisable for these people. It is important that your telemarketing agent take full control of the call, lest they lose valuable time that could be spent for the next call.

To handle them, one should know what questions to ask. It will be good to use close-ended (questions that have yes or no answers) inquiries in order to control what kind of information is being relayed by the prospect. It will also be useful in keeping the prospect from digressing and going off to another topic. Besides, if the call also includes writing up the information as the talk continuous, this will make the job of your agent easier. It will also simplify the process in which you process information, avoiding errors as well as getting right straight to the point of your lead generation campaign: knowing what the problem is.

It will also be a good idea to divide your conversation in chunks. This helps you streamline the conversation, as well as provide you the opening you need when dealing with talkative prospects. The bigger chunks should give you the general idea of the issue. From the bigger picture, you can decide whether to go into the smaller chunks, which deals with the finer details of the problem. If all you need is in the bigger chunks, then stay there. Only if you need to learn more should you begin to dive deeper in your inquiries. But always remember to take active control of your lead generation attempt.

In case you do not have a telemarketing team own your own already, it might be a good idea for you to try outsourcing the work to aprofessional lead generation and appointment setting agency. And in case you have other marketing mediums in use already, you can still use telemarketing to augment their operation. Having people who know how to handle chatty prospects on the phone is a good investment.

by: Jayden Chu

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