If there is one action that a lot of marketers tend to forget in the course of their B2B lead generation campaign, then it has to be the part after the initial appointment setting call – the follow-up. A lot of marketers forget that a follow-up call is very important in establishing a firmer position in the minds of business prospects and potential sales leads. You cannot believe just how many profitable deals are missed when you forget to call a business prospects on time, or in an orderly manner. If you want to be effective in fielding prospects, you need to know just how to follow up.
- Offer something new – after that initial sales call or after a deal is signed, try calling your customers and offer them some new or useful information, usually for free. This establishes you firmly into the minds of your prospects as reliable.
- Be ready to answer – sometimes, a telemarketing follow-up can provide your prospects or customers an opportunity to voice their concerns. Use that as a chance to answer their fears or provide them with useful service, increasing the chance of turning them into B2B leads.
- Tact – you also need to know when it is a bad time to call. If the prospect is busy, tell them that you understand and that you will call them at a later time.
A piece of advice: always be on time. Business owners and entrepreneurs value their time highly, and it will be bad for your lead generation campaign to miss
your appointment.
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