subject: Lead Generation: Quality over Quantity [print this page] Lead Generation: Quality over Quantity Lead Generation: Quality over Quantity
There is a major shift in the way people do business in the modern times. No one is interested in the quantity of your work. People are looking at quality. It is the same for lead generation in call center firms. The focus has shifted from how many qualified leads you are getting to how good the lead is. This paradigm shift is mainly because the best companies are now looking at BPO firms to outsource their projects. So it goes without saying that they would be interested in work that is a shade above average. They would go their extra mile to make their customer base wider with more active members, who buy products/services regularly. To bag those prize catches, they need their business outsourcing partners to fire on all cylinders.
Lead generation is important in the context of things. It is through the outbound call center team that a company has its leads. The call center services team generates leads through various means. The agents call up these leads and sell their products/services. They use marketing ploys like cross sell and up-sell. Cross sell is when the agent pitches in with different products/services when they find that the target caller is not interested in what they wanted to sell initially. Up-sell is selling new products/services to existing customers. These techniques of marketing are unique to telemarketing. These make it possible for the agents to hit their daily targets, which are real stiff.
So why is lead generation important? The answer is simple. It saves resources. Your in-house sales team would have to go through a lot of hassle to market products without a database. Sometimes you don't have the required marketing mix. Call center firms make the job easier for your sales team. They conduct market research for the product/service you want to launch. They ask customers what sort of a product/service they are looking for. Outbound call center agents trace a buying pattern for the customers. With the help of this, you can position your product and go in for branding. Once you have pinned the demographic section you want to cater to, the job becomes less of a logistic nightmare.
Closer home, lead generation needs to be favorable on the return on investment too. If you are looking for quality leads, your outbound call center agent needs to do the right amount of research as well. Studying the data available with them is or paramount importance. Data speaks more than you can take at face value. Your call center agents need to look for patterns in the data available with them. When they are equipped with the insight of the target customers, they will be better off to deal with them. They can speak in their languages and address their needs and requirements better. This is the age of consumerism. Your business stands a chance only if your customers find it worthwhile. There's competition and resources are expensive. You better make use of the opportunities you got to make a mark!
