Converting Leads in Lead Generation

Leads can be helpful in building up a business. But if those leads are not converting into sales and adding to the revenue, the lead generation process isn’t working for you. Call centers are hired on the basis of number of leads that they can provide. In their haste to hit those numbers, the outbound call center agents often pack in half-baked leads into the kitty. These are not qualified leads and there are no verifications done on them. So, the in-house sales team of the clients may be in for a nasty shock when they call these leads to ink the deal! BPO units have to take care that they provide only qualified leads to the clients. Otherwise it reflects poorly on the call center services that are being done.

The percentage of conversion of leads is important to calculate the returns on investment in the lead generation procedure. Clients are not willing to spend anything unless they find some validation of their investment. Call center services don’t come cheap and they wouldn’t like to find out at the end of the sales lead generation campaign that the leads they got amount to nothing. A dismally poor conversion rate would mean the failure of the campaign. The call centers have to verify and follow-up on leads to ensure they stay warm. You can use a variety of media like emails, text messages and phone calls to check up on your leads.

Optimizing Websites for Lead Generation

It’s true that business firms need a website to give a shape to their online lead generation efforts. But the website has to be designed in a way that is conducive for sales lead generation. A hastily put up website will not serve any purpose for the call center team. No matter how much the outbound call center tries to promote the website, if the users don’t find much of value in the content or if the design is not attractive to the eye, the conversion of the traffic into sales will not happen. BPO web designers have to keep in mind certain aspects of the online marketing process when they are designing websites.

Let me give you an example. Call center units often design websites with flash introductions. That is a regressive step, especially in the context of lead generation. Users don’t like the long time that flash introductions take to upload on their screens. They don’t like the bandwidth that it consumes. When they find flash designs, they quickly close the tab down. So the BPO unit cannot utilize the traffic that they got through tough sales lead generation. Similarly, when the BPO service web designers use heavy images on the website, it slows down the website. That is another turn off for the users. Call centers have to keep these aspects in mind when they are designing websites to market and promote products/services.