One of the best strategies that a business can employ to generate leads is telemarketing. That’s a fact that we are reminded of everyday when we send our clients their daily reports, where we detail the number of leads that we’ve acquired for them through the lead generation campaigns that we ran.
While the whole thing sounds like music to everyones ears (especially us, since we love telling our clients that they’ve gotten tons of leads), running these telemarketing campaigns to garner leads for our clients isn’t all butterflies and daisies — it certainly has its thorns.
At one point, the whole process was painstakingly complicated and expensive because of all the manual work that we needed to do in order to optimize our lead generation process.
Those were the medieval days of running a contact center, however. Nowadays, there are several lead management tools that a contact center business can use to automate, optimize, and increase the efficiency of their lead generation campaigns.
If you aren’t using a lead management software yet to get better results out of your telemarketing efforts, allow me to share with you 3 reasons why having one is important for your lead generation campaigns.
Turn your leads into actual paying customers.
Using a lead management software will help you and your agents track the needs of your callers. It also gives you a better understanding of where the leads came from, and other boatloads of information that you can use to nurture your relationship with your leads.
Because your agents are equipped with personalized — let alone valuable — information about the callers, it can help them create a relevant sales pitch making it easier for them to close the sale.
Through using a lead management software, converting your leads into actual paying customers becomes comparatively easier, and more painless.
Determining the lead value and routing them to the right agents.
If not for the lead management softwares, determining whether the person at the other end of the line is a “Warm”, “Cold”, or a “Hot” lead becomes almost impossible. If you’ve been running a business for quite some time now, then I’m sure you have an idea of how important it is for us to determine the lead’s value, and where they’re at in the conversion/sales process.
These are the kind of details that can help the telemarketers map-out the best call flow to nurture your company’s relationship with your leads, or, to straight-up close the sales.
A strategy that some contact centers use is to route the hot/warm leads to their best performing sales agents. Doing so drastically increases the chances of them converting the leads into paying customers.
Measuring your results.
Being able to track your callbacks, your failed pitch attempts, and your conversion rate (among others) can help you optimize the way your run your lead generation campaigns. It can tell you which among your sales scripts are giving you the best conversion, or, which kind of demographics are reacting best to your pitches.
Such is the value of measuring your results.
Sadly, if you aren’t using any kind of lead management software, tracking these data can be such a hassle. Your agents would have to manually jot down the outcome of each call on a piece of paper or in some other software. When using a lead management software, however, you can do all of this in a single click, before the call ends.
What’s next?
Which lead management software are you using for your business? Out of all the softwares available in the market, why choose that? Is there a game-changing feature that you feel it has that others do not?
Please share your thoughts in the comments section below.
