Is It Always About the LEADS?
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Have you been calling people to offer your products and services? How hard is it to persuade or convince them to somehow visit your site and check your products or services? Are you bothered by your prospects gatekeepers? How do you plan to get past their secretaries?

The problem is, out of thousands of leads piled on your desk, not all of them are qualified. It’s easy to capture prospects but qualifying leads isn’t. It would take experts to qualify leads and turn it to sales. And that’s the struggle most companies are facing today. Not to mention the long queues that telemarketers face daily just to get a hold of the lead.

Leads may come from various sources or activities, for example, digitally via the Internet, through personal referrals, through telephone calls either by the company or telemarketers, through advertisements, and events. A 2015 study found that 89% of respondents cited email as the most-used channel for generating leads, followed by content marketing, search engine, and finally events. A study from 2014 found that direct traffic, search engines, and web referrals were the three most popular online channels for lead generation, accounting for 93% of leads.

What Happens When You Don’t Qualify Leads?

Companies who rely on B2B sales find it hard to improve the quality of leads without resorting to call center agencies. Just because you have a list of leads, it doesn’t guarantee you a sale. Sales and marketing leads are actually everywhere! With the rise of the world wide web, anyone can purchase a set of leads. But are these leads reliable? Can it give you a sale? Are they quality ones?

Essentially, when you don’t pre-qualify your database,  you’re essentially throwing darts in the dark, operating like a mindless sales monkey, and it will hurt your performance on several levels. You’ll waste your time and energy chasing the wrong leads, barking up the wrong tree. You become a crocodile salesman—big mouth and no ears.

Lead Qualification Importance

The buying process has changed, and marketers need to find new ways to reach buyers, pre-qualify them, and get heard through the noise. Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with the right buyers. Acquiring sales and quality marketing leads is a competitive business. Outsourcing to a lower-cost country with a skilled workforce could improve ROI.

In outsourcing lead qualification requirements vary. From increasing acquisition of leads, improving quality of leads or to simple lead qualification or lead nurturing thru marketing campaigns, varied skill sets and varying organizational setups may be required.

 

Consider these pointers to quality leads:

    • Know your buyer profile and research more.
    • Check out the difference between interested buyer and intentional buyer.
    • Make sure that you are selling to the right market.
    • Do they have a website? Check it!
    • Use your CRM.

 

Turning to lead generation services by third party agencies could yield good results to your company. Other than the savings you incur, it helps your firm in boosting revenue too. BPO’s who provide this service are experts in the field. They have networks of expert telemarketers and market researchers who can improve the quality of your leads thus turning it to sales.

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