Tuesday, October 23, 2012

Use Telemarketing To Help Forgetful Prospects

While poor memory can be quite unprofessional, some prospects cannot always help it. Therefore, you should try using direct tools like telemarketing to serve as reminders. It is not just simply limited to follow-ups or appointment reminders (though those count too). You should pay attention to the different ways a telemarketing can come in handy when a prospect makes forgetful mistakes.

Mistakes That Telemarketers Can Fix

  • Hastily filled contact forms - There are smaller and more subtle ways that a prospect's forgetfulness can compromise the sales process and it can happen at the very start of the sales process. In this case, it is your contact form. With many businesses (even telemarketers themselves) using websites to increase their exposure, there comes the increased use of online forms to obtain contact details from a prospect. On the other hand, some prospects can be so much in a rush that they only fill in the basic boxes while not giving so much as a greeting. As you are well ware, contact details are not the same as sales leads. Your lead generator will need more information to qualify (e.g. budget, business industry, appointment details). That is why a phone call makes for a quick follow-up. The best part is the conversation does not have to take too long. You are only reminding a prospect that they filled a form but have not said anything else. This gives you an opportunity to learn more about them, starting with how they would like to have an actual conversation in the future. 
Related Content: B2B Lead Generation Tips: Tip #7 – Combining Strategies 
  • Sudden lack of return calls – You know a prospect is interested. You could tell it from not just their voice but from the actual affirmation that they want to talk further. However, when a prospect fails to return a call, then it is clearly a sign that something must have taken up your slot in their memory. In that case, use your B2B telemarketing service to call back yourself and remind them. Also take note of what caused them to forget. It would be rather strange that they expressed so much interest only to stop calling for a while. Who knows? You might learn of a few more unexpected details that could be brought up during your actual appointment. 
Related Content: B2B Lead Generation – Traits That Need To Be Analyzed When Targeting Small Businesses
  • Forgotten appointment – When a prospect forgets to show up, it could be the worst case scenario for your telemarketers but it could also be the critical chance to keep it from happening again. The moment you hear about this complaint from salespeople, get your marketers to call that prospect as soon as possible. Find out if they really forgot and why. And since it has already happened, control the damage via rescheduling so that not everything will be a total waste. The advantage you have now is that you know a prospect is prone to forgetfulness so you can be sure to prioritize appointment reminders. 
Please remember though that prospects are only human. Avoid being rude and demanding when their forgetfulness has become a bit of a stumbling block to their qualification. They are still potential customers after all so you have to be considerate. There could be just as many valid reasons to forget as there are invalid ones. With that in mind, you yourself must not forget to only use professional, B2B telemarketers to remind them.


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