Teleprospecting has faced challenges in recent years but still remains a valuable marketing tool for businesses worldwide. Marketing professionals are well aware of the impact that different marketing strategies can have. While teleprospecting represents a time-tested approach, combining it with inbound marketing tactics can maximize your efforts and ensure you get the most out of your lead generation campaigns. Some endless possibilities and benefits come with merging these two tactics. Here we will outline some of the top ways inbound and teleprospecting can, and should, work together.

Warm Leads

Inbound marketing provides you with the ability to target specific people and qualify them before passing them along to your sales team. Nurturing leads that did not close during teleprospecting campaigns becomes much more efficient through the use of automated email workflows. Suppose you’ve used inbound tactics before your teleprospecting campaign. In that case, it is much more likely that the prospect will be familiar with your organization and, in turn, will be more comfortable having a conversation with you.

Fewer Hang-ups

The familiarity a prospect has gained through the use of inbound marketing will drastically reduce the number of hang-ups your agents will deal with while navigating their contact lists. All too often, a potential client will hang up before you get the chance even to introduce yourself. Inbound marketing techniques will provide your agents with an opportunity to explain your offers fully. Simply having the time to explain who your company is and what they do is a significant benefit of combining the two strategies.

Prospect Knowledge

Perhaps inbounds best asset is the ability to deliver your team with valuable information on potential clients. The process begins with a blog post that contains a call to action that offers something of value to the client. These pieces of premium content come in the form of Ebooks, white papers, and case studies. Having these types of content gated with a form on a landing page lets you gather information on a prospect, such as a name, email address, phone number, and even job titles. This allows you to narrow your focus. You’ll be able to determine where a prospect is in the buyer’s journey and the specific solutions they are seeking out.

Capitalize On Website Visitors

Inbound marketing tools such as Hubspot allow you to view the companies visiting your website. The information provided comes in the form of a domain name, the number of visitors, and the visitation frequency. This provides your team with a list of target companies that have already shown interest in your business. These prospects are likely researching different solutions to their pain points, so it’s important not to let these people slip through the cracks. A well-positioned teleprospecting campaign and turn these visitors into leads and then provide your sales team an opportunity to convert them into customers.

Lead Generation

All of the above techniques lend a hand in creating successful lead generation campaigns. Buying third-party lists can produce results, provided you’ve obtained them from a reliable source, and the information is up to date. Blogging and social media subscribers and those that are filling out forms that gate your premium content will significantly enhance your contact database. These are people that are familiar with your company and have shown interest in your solutions. Purchased lists are still a valuable tool for these types of campaigns. However, having a list of prospects that have opted in or converted through your website will dramatically increase your numbers, thus ensuring a successful lead generation campaign.