Future of Telemarketing

It’s not enough to have the lead generation team to work for a list of qualified leads. That’s just half the job done. Converting those leads into actual sales is important, too. That is where the lead generation companies are falling short of expectations. The telemarketing calls are getting them the leads, but those are not converting into profits or sales. That is leaving the sales lead generation hopelessly in the lurch.

The conversion of the telemarketing leads into sales requires stringent monitoring and following up on those leads. More often than not, the leads are not tended to or nurtured. As a result, the leads cool off and all the efforts of the outbound call center team leads to nothing more than dead leads.

It’s a mystery why the lead generation companies don’t really follow up on the leads that they have bagged! All it takes is a phone call or an email regularly to keep the leads warm. This is a competitive field. After your sales lead generation call, the same person must have received tens of telemarketing calls, probably with better offers and rebates and bonuses.

You cannot expect the person to remember you in spite of the offers flowing thick and fast. He/she will do so, if you care to correspond regularly. This is truer for B2B lead generation. Here the outbound call center guy is dealing with a business head. The busy professional will not remember you unless you gently nudge the lead from time to time.