The Necessity of Cold Calling for Lead Generation (business coaching training)
No commentsBy jems hug
The concept of cold calling has been a debatable issue for many call centers. Cold calls are made to leads that have died or fizzled out because of certain reasons. More often than not, the reason is that there was no follow-up from the BPO firm that generated the lead. Once they bagged the lead, they proceeded to get more. As a result, the lead cooled off. Cold calling is the process of tapping these cold leads again to check if something can be extracted. This process is not easy because you have already made a bad impression for yourself by not following up. However, the smart sales lead generation guy can convert cold leads into some profit for the call center. However, the question is how much worth is the effort of converting these cold leads? Do they return a favorable ROI? Lets find out.
Call centers can obtain leads from various sources. They can even buy leads from third party providers. But the importance of leads lies in how and from where they have been sourced. Lead generation procedures ensure that the leads come from verified and known sources. There is no point getting leads that have been hacked or obtained through black-hat means like phishing. Cold calls get you those leads that you know are from well-tested sources. You are aware of their quality and the business prospects embedded in them because you had wanted these leads in the kitty in the first place. Cold calling from the outbound call center desk gives you a chance to have what you thought was lost.
Cold calling has its share of disadvantages. The call center agents do not like making cold calls. The simple reason is that when the leads cooled off, it left some irritated prospective customers in its wake. Its not an easy task for the BPO agents to call these leads up again. They have to pacify the customers before they can begin to talk about selling their products/services. You have to realize that and motivate your lead generation agents accordingly. The agents need to back themselves so that they can push for the sales. Cold calls will not reap benefits for the call centers if the agents making them are conscious of the challenge that it holds. They have to really turn on their persuasive marketing skills to turn these dead ends into something profitable.
Many sales lead generation firms shy away from cold calling and opt for fresh lead generation processes. This is not a flawed thing to do. But BPO service industry experts strongly feel that there is much to be salvaged in the cold leads. While one section of the outbound call center gets you fresh leads, some agents can be designated to cold calling. It will not return negative ROI if done in the right way. Cold calling also presents opportunity for cross selling and up selling. It is not true to say that cold calling only eats away the resources of a BPO firm.
We practice cold calling for our lead generation processes. We like to tap on these leads and our call center agents do what is necessary to pull them back into our business.
Top 5 Lead Generation Mistakes
By jems hug
We know that lead generation is not as simple as many make it out to be. Modern methods adopted by call center units make give off this impression that the process is easy to handle. But the fact is that sales lead generation can go horribly wrong if the BPO firm doesnt get the basics right. Many of the firms work on false assumptions that make it a logistical nightmare for the business process outsourcing firm. In this article, we will examine some of the mistakes that call center services commit which results in the telemarketing campaign to get derailed.
Firstly, the call center needs a goal. Without a specified aim in mind, no lead generation campaign should be flagged off. The planning of the campaign needs to be made according to the goals that have been set. Keeping your goals in order will help you find out how many BPO agents you need for the campaign, how you can streamline certain aspects and how you are going to make use of the database. Talk to the BPO service you are going to hire. Ask them to fill you up on the telemarketing projects that they have done in the past. This will give you an idea of what the firm is capable of achieving. Set your goals against those parameters. If you keep unrealistic goals, it doesnt measure up well for the campaign or your returns on investment (ROI). In the times that we are, a favorable ROI is the basis for any investment and telemarketing services is no different.
Secondly, understanding the database is important. The data that you have can be interpreted to make deductions that help the lead generation process. You can leave out chunks of numbers from the database if you catering to certain select consumer pockets. Speak to your call center partner about how the data can be used effectively. If the outbound call center team has lesser people to deal with, they can concentrate harder on them. That will make the telemarketing campaign more intensive and result-oriented. Its better than you conduct sales lead generation on a controlled level. Otherwise the campaign can go haywire and you may not reap what you sow. Your BPO partner should help you interpret, analyze and optimize data.
Third, look at other aspects of the BPO service provider other than the cost. Its true that costs determine the deal, but other factors are important for telemarketing. A call center can cut down costs by removing certain chapters from the lead generation campaign but that will not be useful for your brand or company. Fourthly, innovation in call center services is necessary. Move out of a determined script for the outbound call center agents. Make room for improvisations. It will be beneficial. And finally, pay attention to the technology and practices that are being used. You dont want your brand name to be used for automated calls for sales lead generation and neither do you want to get into trouble with the law makers over violations of telemarketing laws.
We are a premiere lead generation firm that handles sales lead generation and telemarketing campaigns for our global clientele.
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What is Small Business Factoring? Is a Merchant Cash Advance Good for Your Business?
By Daniel Samoohi
Small Business Factoring is a scarcely utilized financial method that provides necessary working capital to entrepreneurs via their credit card processor. Few entrepreneurs realize that they have this choice and go directly to family or a bank when they need capital to pay for expansions, repairs or upgrades of their stock and equipment. If you are a business in need of funds fast, you should look into factoring as well.
The concept behind factoring is something like selling futures. You, as the entrepreneur, agree to sell future credit card receipts at a lesser price to the factoring company. The cash is provided now in exchange for future receivables in the next several months.
These agreements are usually for the short term, rarely more than one year, and are a viable way for a merchant with a verifiable credit card sales track record to attain needed funding.
Unlike a bank loan, in which the repayment schedule is set for the entirety of the loan, a factoring arrangement takes into account the truth that in almost every business there are busy months and bad ones. Your payment is directly tied to your credit card revenues, as a percentage, not a set payment.
If you have decided to pay a 10 percent daily capture and you charge 8,000 dollars one month, your payment that month comes out to $800. In the next month you may receive 10,000 dollars and pay 1,000 dollars. This flexibility is a wonderful asset for a growing company.
An additional benefit of a business cash advance is the speed in which the funds turns up in your possession. While a bank may take several weeks of deliberation and dictate how you use the funds when and if they give it to you, with a Small Business Factoring arrangement, you will have the funds in about a few working days, and you can apply it to whatever you see fit.
Dating back to early 2008 Daniel Samoohi has assisted 1000’s of business owners in finding trustworthy providers in order to compare offers for Small Business Factoring. By making lenders compete with each other, Daniel helps businesses in finding great deals for Small Business Factoring.
Friday, September 3rd, 2010 at 10:20 am and is filed under business. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
