Telemarketing: Pull Marketing

Of late, you cannot really depend on making lead generation calls to get you the leads. Your agents will be restrained by telecom authorities and you cannot call certain telephone numbers. But that’s not really the roadblock that you have to overcome. It’s the people you are calling who are your actual hurdles. Most of them are not willing to receive any telemarketing calls. They are irritated of being hounded all the time with different offers and discounts. It may be that they are not in a position to make luxury purchases and feel deeply insulted when your call center agents offer them such products/services. It could also be that they are in no need of anything that you might have to sell. In short, you are targeting the wrong people for sales lead generation. So what are you going to do now?

Pull marketing is your answer. Call centers try to push themselves too hard when they are selling brands. They are oblivious to the distaste of their targeted consumers in receiving such calls. The same happens to online lead generation campaigns. You find that your agents are not getting into any sort of communication with the users. They are simply pushing links across, expecting strangers to click on those links and buy your client’s products/services. That is akin to expecting people to click on arbitrary web links. It’s a lot better when you conduct sales generation campaigns that bring them to you. Make sure that you’re not reaching out to the consumers. Rather, be active and create that buzz. That will bring people to your brand.

There are several ways of doing so. Clients with bigger marketing budgets can afford direct marketing campaigns on radio and TV. Direct marketing would mean creating ads and jingles to inform the customers about your brand. The ads will generate curiosity about the brand and people will call your customer service for information. Hire a crack inbound call center team to answer your calls. Tap into the callers and generate leads. This is an indirect way of telemarketing services. You are putting the onus of lead generation on the callers. However, the BPO unit has to confident about optimizing their answering service. Once the calls start coming, you have to be prepared for the rush, the high call volume and the barrage of questions. You have to convert this curiosity into sales.

If you don’t have that kind of a budget, go online. Create a website and plan strategies with your call center partner about search engine optimization (SEO) processes. SEO tricks will create a positive hype about your brand online. Use Facebook and Twitter to ensure that you are reaching out to the common users of social media networks. They are a mobile group and you can reap excellent benefits if you’re tapping into this section. They are also more likely to be open about buying online. Lead generation is generally preceded by brand marketing and promotion. Once people know your brand, they will buy your products/services.

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