Lead Nurturing: A Complex Waltz for Telemarketing
Imagine this scenario: two people dancing on the floor, in a complex waltz. You make the wrong move and you end up stepping on your partner’s toes. Your dance partner does not like that so he moves away, never returning to you. Embarrassing, right? Sadly, that is also the same thing when it comes to nurturing sales leads. This is not a one-time transaction, as most people in telemarketing mistakenly think it is. This is a dance between two parties. And depending on the moves of one, then this will either result to a successful deal or a lost sale. Of course, you will want to get more of the former, right?
But how would you know if you are doing the job right?
You will have to ask yourself this question: Can the prospect benefit from the information you give them, even if they are not going to buy from you? If you can answer these questions then you are certainly going to find a solution for this. For that, you will need to consider three important points. To start with:
1. Do you know who you are talking to? Understanding who the people you are supposed to serve are can make all the difference. It is the responsibility of telemarketers to identify the players in their markets. You will need to know what kind of company they own, what kind of market they serve, as well as know what kind of information that they might need from you. In this way, you will be able to present yourself as a viable source of business solutions for them.
2. Do you know what pains them? This means talking directly to your prospects. Understand what the problems that beset firms are. This is a good way for you to gauge the level of support that you can give them. Asking questions is also something that telemarketing firms should be good at, since the answers obtained can help you make the right decisions. Knowing what issues can keep your prospects up all night could help can guide you in becoming a better business partner for them.
3. Do you know how to solve their problems? If you do, then you can be of service to them. Remember, you are not to sell or offer to sell anything at this point. Indeed, never make any hint about it. The point here is establishing a relationship first. Offer them useful information for free. Make sure that this is good information so that they can realize that you really are an authority on this. Many modern telemarketing services make the mistake of trying to sell something. Not only will this alienate your prospects, you are also sending them the impression that you are just after their money.
Follow these simple tips and you will not be wrong. Not only will you be able to communicate effectively with your prospects, you can also establish a more meaningful relationship with them. Studies show that you can increase your chances of sealing the deal by 30%, and you can easily do that since 65% of B2B firms do not use this method yet. It is worth the try.
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