subject: Lead Generation Through Telemarketing [print this page] Lead generation through telemarketing techniques is a traditional way to get quality leads. But it has stuck around for long since because it still remains the most effective way to get leads. Surely there are other new-age techniques used by call center units to get quality leads, like email campaigns and social media techniques. However, surveys and research studies tell us that telephones continue to be the most efficient way of marketing. That is a single major reason why more business firms are looking at SMS as a great way to reach out to the potential customers. A phone call is something that is personal and cannot be ignored easily. Its no wonder then that the outbound call center team is relying heavily on the telephone to generate leads.
Lead generation is a specialized skill. The outbound call center agents who handle this work are specially trained to do so. They are taught the basics of telemarketing techniques, which include almost all the tenets of hardcore marketing. The call center trainers teach them the psychology of the potential customers towards unsolicited calls coming on their cell phones from random callers. They are taught how to deal with irate and aggressive customers. In fact, dealing with verbally aggressive customers is something that is a challenge for all business process outsourcing agents. The agents have to go through rigorous training before they can actually sit down at a desk and make calls.
Lead generation can sometimes require market surveys to be conducted. The outbound call center team is generally entrusted with the job of conducting market surveys. A database is created with numbers of the targeted demographics. The call agents are trained on how they can ask questions that can elicit a response, even from people who hate to be part of such surveys. The way the agent carries on a conversation is very important in the scheme of things. Everything depends on how you pitch for your needs. It generally pays off well if you take the target caller into confidence. Once they feel comfortable about talking, they will answer your questions accurately and your telemarketing campaign will be a success.
Come to think of it, lead generation techniques also include knowing about your competition and your rival companies. Your call center agents will have to convince the target caller why your product/service is better than the one he is using, or why your product/service is better than the ones already in the market. Your BPO agent can handle that only when the particular data is available with him. He has to know the competition well so that he can justify his pitch. No consumer is a fool and they will see through half-baked data very easily. You have to offer them genuine information to convince them. Its all part of the telemarketing process. Generating a well-qualified lead involves a lot more effort than it seems at face value. Its not that you call and rattle off your list of products/services. You need to bring all the marketing guile you can to generate one successful lead.
