subject: The Importance Of Implementing A Customer-Centered Lead Generation Program [print this page] The Importance Of Implementing A Customer-Centered Lead Generation Program
We cannot deny the fact that most sales people find prospecting as one of the most challenging activities in marketing. It challenges sales professionals both physically and mentally. Contacting total strangers, overcoming objections and rejections, convincing customers about the advantages of a product or service, keeping the prospects constantly updated on information - these activities require patience, perseverance and dedication.On the other hand, there can be no greater feeling for a sales group than to hear good feedback from the clients, get sweet reviews and comments online and increase the firm's sales. In order to increase the rate of success for your lead generation campaigns, programs and strategies must be customer-centric. This means that prospectors ought to concentrate on the prospect's needs, problems and concerns.The sales team then needs first to determine what type of sales leads is the company looking for. This is important so that every effort, time and money is directed to prospects who are interested to buy, whether immediately or at a later date.What to do then?First, telemarketers must uncover the problem of the prospect. There can only be two types of problem- one that is existing and recognized and one that is existing but unrecognized. In both cases, professional telemarketers ought to assist customers in comprehending their problems and other similar concerns. Examining the complications a prospect is suffering from will keep the conversation alive and increase his/her interest level.Callers can then offer solution/s. This is where a telemarketer introduces the product or service by citing every benefit of the offer. Professional telemarketers must establish rapport with each potential customer. Building a strong relationship with the prospect is of the main factors in closing a sale fast, if done appropriately.Furthermore, messages conveyed must possess certain qualitative characteristics to get the prospect's attention. A good prospecting message does not simply give out information. Dull spoonfeeding though informative does not catch the interest of a customer, thus, losing the opportunity to relay the meat of the conversation. The message is therefore customized, depending on the profile, needs and demands of every client.Moreover, short missives prove to be more convincing than long ones. Telemarketers must never forget maintain the interest of their prospects. Long messages are mostly tedious and confusing. The content of the message must be short and direct.Aside from those mentioned above, telemarketers must be professionals. Credibility and reliability are two of the main characteristics that a prospect is looking for when talking to a caller. These two qualities can be gained through education, training and experience. To add, every caller must exercise exemplary conduct. Prospects cannot see body language, gestures and mannerisms but they are keen on listening how callers talk and what they talk about.To be more effective, continuous practice on relaying the brand message is helpful in achieving success in prospecting. Moreover, rejections and objections are to be anticipated to be able to strategize a correct approach in dealing with them. Whatever the message is, it should be conveyed in a way that is convenient and facilitates understanding on the part of the prospect.Performing a customer-centered lead generation program is nothing new. However, some business organizations fail to realize the benefits of customer-centric marketing. If your company is putting your customers' interests on top of your list, then you are doing the right thing.
