As business owners we all know that fresh leads are a vital part of increasing sales and profits for your business. Telemarketing is the perfect way to ensure you have a consistent supply of hot sales leads, appointments etc.
One thing you should realize however is that leads are leads... whether they're generated online, through word of mouth, via television, radio or telemarketing not every single lead will close, it is simply an opportunity for your business to present it's products and services to an interested party.
So therefore it is important to ensure that the leads you're bringing in from telemarketing will be correctly utilized and not expected to turn into instant sales. You must remember that telemarketing is a form of advertising your business rather than direct sales and you need to be patient with the progress of the leads and utilize them properly.
How can I utilize the leads or appointments properly?
Firstly you need a high quality sales team. If you already have one then you need to ensure that they understand exactly what a lead is, its not a closed sale... that is their job as sales people to close the prospect. It is simply a lead of someone who has expressed interest in your products or services.
Pick the correct qualifying questions. Many businesses dont put enough effort into the qualifying questions they select for their product or service. This is the most important task in setting up your telemarketing for your business. In order for it to be successful you need to ensure that the questions meet up with the end result you expect.
A great way for you to ensure you have covered everything you need in your qualifying questions is to run it by your sales team before submitting it to the telemarketing team. Your sales team will be the first to complain about leads so their input here should make for a more productive experience.
You need to ensure that leads or appointments are not being wasted. Sometimes sales people get lazy and they want to simply call a lead or visit an appointment and have them fall into their lap as a sale then and there. But unfortunately not every lead or appointment will be that easy. Sales teams need to be watched carefully by you as to how they're utilizing the leads and appointments, are they giving follow up calls when the potential customer asks? Are they re-scheduling any appointment which cant be kept? Do they know the status of each lead or appointment they're working on? These things are all important for the benefit of your business. Too often do I see sales leads being sent back for silly reasons such as "This customer had a family emergency and needs to re-shedule appointment" In this instance the sales person should be embracing this as a future appointment, there is already a sense of rapport being built and some information on the potential customer. This doesn't mean it is a bad lead, and could in fact prove to be a much easier lead to close in the future than most due to the level of rapport being built.
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