If you want to ensure that your telemarketing campaign is successful, you have to give prospects a positive experience. Read on to learn how to do it.
One of the problems faced by IT consulting business is the lack of sufficient sales leads to support your business. It can either be due to economic reasons or simply because there are too many of you competing in the market. In order for you to get qualified IT consulting leads, you will need to invest in a good B2B lead generation campaign. Just to be sure, you will have to use telemarketing for this, since this is the best medium for rapidly reaching out to prospects. But that is not all. Your telemarketers also need to know how to give a positive experience both to prospects who receive your call, as well as those call you back.
How will you do that?
Offer a voice of the customer (VOC) programme – feedback is important, since you can use the information obtained to improve your IT consulting lead generation campaign. So offering a VOC option for prospects and customers can help you a great deal.
Listen before you type – one reason poor telemarketers fail to garner any leads in their IT consulting business is because they type while the prospects speak on the phone. How will they know what to answer if they do not listen in the first place?
Adapt to expectations – market expectations are constantly changing. Industry changes, currency variations, as well as competitor moves are just same of the factors that will influence the prospects’ expectations on your business.
Focus on the customers – remember, you get customers because you are able to solve their need. By putting your telemarketing effort into answering your prospect’s concerns, you will succeed in generating sales leads.
Be careful of the ripple – any changes you make in the internal structure of your business will also affect your front-line workers. If it is not good for them, then it will translate directly into their working relationship with prospects and customers on the phone.
Make your call center work – you need to plan ahead for your call centre operations. This is especially true if you outsource the work. Hire a small IT consulting leads generation team and there is a possibility that you will not get sufficient number of sales leads.
Check your IVR systems – this is for prospects calling you back. An IVR system that is caller-friendly can greatly increase the positive experience that your prospects can get. It can make transactions easier to manage, as well as sending the prospect to the right person.
See that your telemarketers can flag problems during the call – poor voice quality, data retrieval is slow, or equipment is starting to malfunction can affect your operations. Having your people flag such problems, as well as solve it during the same period, can greatly enhance positive experience.
Remember, generating leads for your IT consulting services business is not that difficult. The key here is that you are talking to the right people. And if you want to be sure that everything is running smoothly, you will have to invest in a good IT specialized B2B lead generation service provider.
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Now, before you start saying that this is a very bad business tactic, allow me to share with you a personal experience. Having worked in marketing for years, the need to get involved in social media marketing to generate more B2B leads for IT company became a necessity. But here is the problem, despite how active I was in so many social networks; I still find it hard to reach my IT lead generation goals.
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