By Jim Graziano
July 28, 2011
Business Telemarketing is a reliable method to generate qualified sales leads. Many accounting, consulting, law, technology and other professional service businesses are turning to business telemarketing to generate new immediate, short and long term sales opportunities.
We have used it across multiple industries, to large and small companies, to a wide range of target contact people within the company and for promoting services, solutions and products. In each case we were able to establish a consistent flow of qualified sales leads.
At the start of a new telemarketing campaign, it is important to define what constitutes a “qualified” sales lead. For a sales lead generation program to succeed, the telemarketing team and the sales team need to share a unified definition of a qualified sales lead. Qualified sales leads have a much better chance of closing.
Some common criteria used in defining a qualified sales lead:
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Buying motives for the product or service
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Purchasing timelines and urgency
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Opportunity size
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Confirmed budget
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Prospect’s role in the decision making process
Telemarketing is effective because it requires an immediate response. You have a live person on the phone who can identify the correct contacts, answer questions, address value points, and overcome objections. Telemarketing can efficiently and accurately identify contacts at firms interested in purchasing your products and services. And it is also one of the most cost effective and quickest ways to generate new clients.