Teleprospecting has faced challenges in recent years but still remains a valuable marketing tool for businesses worldwide.  Marketing professionals are well aware of the type of impact marrying different marketing strategies together 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.  There are endless possibilities and benefits that 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 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.  If you’ve used inbound tactics prior to your teleprospecting campaign, 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.

Less Hang-ups

The familiarity a prospect has gained through the use of inbound marketing will drastically reduce the amount 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 to even introduce yourself.  Inbound marketing techniques will provide your agents with an opportunity to fully explain your offers.  Simply having the time to explain who your company is and what they do is a major 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 allow you to gather information on a prospect such as 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 specific solutions they are seeking out.

Capitalize on Website Visitors

Inbound marketing tools such as Hubspot allow you to view the companies that are visiting your website.  The information provided comes in the form of domain name, number of visitors and frequency of visitation.  This provides your team with a list of companies to target 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.

Better Reputation

Companies that only buy lists of contacts are at a severe disadvantage from those that use inbound techniques to compile their calling databases.  Often times potential clients can become irate when a company continuously reaches out to them when they are not ready to buy, and even worse, not looking for the type of solutions your company offers.  Using inbound to develop and segment lists will help you to determine how and when to contact a prospect.

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 fill out forms that gate your premium content will greatly 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 an list of prospects that have opted in or converted through your website will increase your numbers dramatically, thus ensuring a success lead generation campaign.