While the digital age has taken the marketing industry by storm teleprospecting still holds extreme value. There are some aspects of lead generation and other marketing objectives that simply require a solid teleprospecting effort. Digital marketing can produce a number of leads for the top of your funnel; however, teleprospecting can produce a higher quality lead. There are several advantages that picking up the phone has over digital marketing. In reality the two work symbiotically. Utilizing inbound and digital efforts to draw prospects to the top of the funnel is only the beginning. Utilizing those prospect lists while conducting a teleprospecting campaign will produce a true marketing qualified lead. Here we’ve outlined some of the reasons there is no substitute for teleprospecting.
Although online surveys can be effective they are often very rigid and offer little in the way of elaboration. When you ask a question over the phone it allows a prospect to go into greater detail on their feelings and opinions on the subject matter. These answers can provide you with valuable information in regards to determining the needs of the client and whether or not they are someone that would benefit from your services. The answers you receive during a live call can also help you to cultivate the questions you ask and identify common pain points among your clients.
Appointments that are set during a live conversation are far more likely to hold than those created through the inbound process. When someone commits over the phone you have the ability to request a calendar invite immediately to further cement the appointment. A live conversation also allows you to identify the subject matter your prospect would like to cover during a meeting with your sales team. The additional information captured provides sales the ability to streamline their pitch and be prepared with well thought out answers to the prospect’s biggest questions.
Many marketers these days have taken to social media to build relationships with their prospects and clients. While effective, this is not the preferred method of communication for everyone. A written message can come across at times as lazy and generic. With digital marketing has become so prominent, many prospective clients have become immune to the cookie cutter responses received through social channels. Having a live conversation and getting to know your prospects over the phone is a much more personable approach. The relationships you build through telephone communications can be much stronger than those created through the digital world. This can have a significant impact when it comes time to close the deal and the relationship you have built may be what separates you from the competition.
As previously stated, the relationship between teleprospecting and inbound marketing is symbiotic. Inbound leads help build your calling lists while your teleprospecting allows further qualification of those leads. This saves time and money as your sales team will be hyper focused on those clients that provide a true sales opportunity. For the last twenty six years Winn Technology Group has been a leader in the B2B teleprospecting market. Combing an expertise in inbound marketing with a history of successful lead generation and appointment setting campaigns, WinnTech offers services that provide you with all of your marketing needs.