Tuesday, August 21, 2012

Combine Telemarketing And Awareness To Quickly Identify Demand

appointment setter, b2b leads, business lead, lead generation company, targeted sales leads, telemarketingThe energy industry is an industry that covers different forms, applies different sciences, and caters to different markets. Despite that, there are common, unifying, but sad traits that are faced by everyone in the industry: cost and scarcity. Awareness of these, however, can actually help things improve if combined with precision lead generation techniques like telemarketing.

For one thing, awareness of problems will help you get a general idea of how your entire market (which includes both current clients and prospective ones) is behaving towards your industry. Meanwhile, targeted telemarketing can react to this behavior and further confirm any demands as well acquire more specific information about individual businesses. Consider it a gradual descent from general information to more specific details of their needs and preferences.

Now, here are some of the following problems and perceptions people have about energy and power companies:
  • Expenses – Factors such as the rising cost of fuel, the expensive research for cheaper alternatives, and even just the maintenance of current sources are just a fraction of the cost-related issues people have with this industry.
  • Scarcity – Speaking of which, these costs are popularly believed to be the result of scarcity. And in fact, this can be true in some cases. If you find these cases to be though, it's constantly brought up in various political and economic discussions on the issue of energy resources.
  • Inconvenience – Aside from major issues like costs and scarcity, you have minor issues like inconvenient power outages. Consumers aren't the only ones you should be worried about. A more painful backlash could come from business owners who find such outages damaging to their businesses.
Any of these could be a cause for concern for your market. The key is to first be aware of the large picture before narrowing down to different individual businesses. A few ways to maintain awareness include:
  • News and current events – These issues are more than just a business' concern. It's everyone's concern from the politicians to the homeowners. Because of that, these issues usually make the news. Pay attention to any changes in prices and try and predict reactions from your market. Use outbound telemarketing to engage your customers and prospects to see if your predictions prove to be accurate.
  • Event hosting/participation – Given the urgency of the issue, hosting or attending related events is not a bad idea. It gives you exposure and a large venue to exchange information on important issues. Inbound telemarketing services can be used to receive additional inquiries while outbound calls can send personal invitations to your customers.
  • Surveys – Surveys can be done in numerous ways with more varying measures of size and scope. Regardless, it's another good way to generate feedback and understand what the market is thinking. Inbound telemarketing can also be used to receive additional input should participants have something more to say.
Once you've obtained the information and awareness of basic problems, you can then market your efforts to fulfill these demands and analyze the traits of those who makes them the most. This could mean a change in marketing messages or even an entirely new solution for sales to offer when pursuing targeted sales leads. Identifying demand is one of the first steps of marketing after all. Combine the power of general information and that of well-aimed marketing efforts.


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