Most people are familiar with cold calling, or working off of a list to build a database that can be used in the future. While cold calling plays an important role in B2B lead generation and qualification, it isn’t the only function of a teleprospector. In fact, teleprospectors spend a significant amount of their time on warm calling, or contacting the people that the company has a pre-existing relationship with in order to gather more information from them. Access to this information allows the teleprospector to better qualify the lead and determine whether it is ready to be passed on to the sales team. The following groups of potential clients or customers are ideal candidates for warm teleprospecting calls:
The purpose of B2B marketing is to generate awareness and interest in a product or service that will result in inbound leads. However, not every lead that is generated via marketing efforts is going to be sales-team ready. In fact, some of these leads might not be qualified at all. In order to determine the quality of the lead, teleprospectors place phone calls to these leads and engage them in conversation. The insights gathered from the call determine if they should be passed on to sales or if they are a better fit for further nurturing.
In some cases, a lead might be qualified, but they don’t make a purchase right away. When this happens the lead “goes cold.” Understandably, the sales team doesn’t want to spend their time engaging with a lead that isn’t ready to convert, but that doesn’t mean that the company as a whole should ignore these leads. A teleprospector can place calls in order to keep the lines of communication open and the company top of mind for when the lead determines that it’s the right time to buy.
There are many reasons why a company might decide it no longer needs the products or services offered. It’s not always because they weren’t satisfied. The needs of past customers are likely to evolve over time and there’s a possibility that they might be in need of the products or services again in the future. Or, if there are new products or services that could appeal to them, it’s worth reaching out and maintaining that relationship.
Teleprospectors can advise current customers about new or enhanced products or services that complement the products or services they are currently using.
While warm teleprospecting can be time consuming, it’s a necessary function of the sales and lead nurturing process. If the sales team isn’t able to engage with these leads, outsourcing to an experienced teleprospecting team is worthwhile.
Publish Date: January 6, 2017 5:00 AM
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