Qualify your leads using telemarketing

Leads are often communicated to sales teams without prior qualification, and yet, a telemarketing action makes it possible to recontact visitors to a trade show, participants of a breakfast, those of a webinar or a seminar, or even visitors to a website to precisely qualify the need. Aadapted commercial methodologyThis allows you to better prioritize opportunities and improve the quality of exchanges with your prospects.

What is telemarketing?

Little reminder. Telemarketing represents all marketing actions that take place through the telephone channel. It is a strategy linked to direct marketing. The teleadvisor enters directly into contact with the target or customer of a given company, and thus collects all the information necessary to promote the best prospect/customer experience.

Speed of recovery

To maximize your chances of conversion, it is better to contact your prospects quickly rather than grouping leads into categories in order to call them back later. Also, it is imperative to address them during your marketing actions. Whether through a direct approach (cold calling) or coupled with your various digital or non-digital actions. In addition, telemarketing allows you to generate qualified projects and appointments for your sales teams. Even if your digital marketing campaigns are based onacquisition leversefficient, it remains essential to qualify these contacts by telephone.

Although telephone follow-up is often neglected or even ignored, it still remains the ideal solution to make your marketing and sales operations profitable. It is also a way to optimize your customer relations with the aim of developing sales of your products/services.

There are many advantages of telephone follow-up: profitability of your commercial operations, instant responses, provocation of the act of purchase, qualification of your prospects, etc.

The more you follow up with your prospects, the more you increase your chances of converting them into customers.

The reason for appeal

In order to succeed in your telephone prospecting, it is important to have a coherent and relevant speech to be able to capture the attention of your prospect, and to use convincing arguments to get your interlocutor to grant you a second sales meeting.

It is necessary for you to write a script and for it to be well structured. To do this, start by introducing yourself and your company professionally, while confirming the identity of your interlocutor to know if they are the person you want to speak to. Then announce thereason for quoteof your call and contextualize your approach. The hook must be precise and must refer to actions previously carried out by the prospect. It will therefore be personalized and rewritten if necessary. The trick is to use common links or your previous interactions with your interlocutor to facilitate the approach.

Team training

The telephone advisor must be able to pitch your offer. It is important that the latter adapts to each interlocutor. The telephone prospecting phase is oral, but the telephone advisor must also be comfortable writing. He must know how to write ultra-personalized emails to maintain the link with your prospects.

Today, faced with the demands of prospects and customers, it is essential to train the sales forces of companies and call centers so that they adopt the right sales pitch and the right posture on the telephone to maximize their performance. Telephone advisors must be trained in the latest best practices and the latest news from the company involved in this lead generation process.

Opt for varied and participatory training to avoid monotony, and thus be able to capture the attention of your operators by varying and adapting your training sessions. Encourage real-time call management to learn and ensure continuous improvement on concrete cases. Involve managers to discuss certain blocking points or types of calls that were particularly difficult to manage by your telephone advisors. It is important to identify areas of progress for your agents to be able to obtain information on how they manage certain types of calls and thus detect areas of improvement for your training sessions. Set goals to achieve and make sure your agents identify with your values. This is an important step so that you can ensure that they in turn pass them on to your prospects and customers.

The investment of sales teams

Let's not forget the primary objective of a call center: to transform each telephone interaction into a business opportunity. Thus, your sedentary salespeople, experts in prospecting, have developed the arguments and scripts best suited to your service/product, while working on prospects' objections.

Telemarketing teams will also work with sales teams to determine the criteria for qualifying prospects. The call center complements your field sales team. They can focus on their core business and begin sales discussions with the leads generated by your call center salespeople. This way, everyone benefits and can focus on their key skills.

The purpose of telemarketing is to allow you to generate sales more easily and quickly. Telemarketing is a very effective solution for selling or generating qualified appointments.

At hipto, we are constantly refining our Conversociads© lead generation solution to guarantee you better performance. A need?Contact us:

• contact@hipto.com

• +33 1 76 39 06 68

Sources:

• Re-com

• Seventic

• CD Pub

• Citizen call

• Aircall

• Phone partners

• Addiscom