subject: Lead Nurturing Tips For Outbound Call Center [print this page] The outbound call center agents are entrusted with the task of lead generation. They have to make telemarketing calls or emails for generating leads. When youre working on B2B projects, the process is mainly concentrated on email marketing. BPO companies send out emails to the contacts and prospective customers. This process is called lead nurturing. The basic premise of this process is that your customers are busy and have ten different things on their plates. They are either top-notch business executives or entrepreneurs. They are more likely to forget about the approaches for sales that you have made in the past. The outbound call center agents have to keep emailing them to nurture the lead. But there are certain tips that youve to follow so that you make a mark.
The first point to be kept in mind is relevance. Emails have to be drafted and designed to suit the needs of the lead generation campaign. The copy of the email must contain information that the clients/customers are looking for. No one would be interested in emails that speak about services and features that they have nothing to do about. Cramping your sales lead generation emails with too much data is also a bad idea. Your contact is dealing with statistics and data anyway, more coming from you will be information overload. Smarter call centers analyze the statistics and send it their observations. When you impress the clients enough, you can always show them the required data. The essence of telemarketing is providing what the customer/client needs. Pack your emails with information that has material of the receivers interest.
The lead generation cycle consists of different phases. There is the beginning, when the targeted customer/client is open to be influenced by the call center agents. Then is the middle, when they are making up their mind about purchasing and the final stage is when they have made up their mind about buying. BPO companies have to distinguish which stage the receiver is in before sending emails for lead nurturing. The ones who are in Stage I must not get a copy designed for Stage III and vice versa. While youre composing the emails, make sure that youre aware of the industry verticals. Study the market of the product/service that youre looking to sell. Call center companies must always be careful about the competition. It helps them plan ahead of their competition.
The finer part of the lead nurturing process is to determine the role and function of the different aspects of lead generation. You have to keep an eye out for timings. There are these triggers that the BPO company must be aware of while nurturing leads. Make use of occasions and events to touch base with your contacts. Your idea is to be visible to your contacts in as many ways as possible. When youre wishing them Happy New Year, dont plug in your marketing message! Keep the wish and your brand name in place, and a short introduction if the lead is fresh. Good luck!
