Lead Generation vs. Appointment Setting:
In all marketing endeavors, single contact cold call / telemarketing closes are infrequent. Consequently, once a prospect has been identified, there is usually a nurturing period before it is ready to be passed on to your sales team. This nurturing and follow-up process is an organic part of an appointment setting campaign and therefore automatically included. It is the main benefit of outsourcing with us, as this is the most time consuming aspect of new sales generation.
What is a lead?
Leads are defined by the clients qualifying criteria. For insurance clients, leads generally consist of renewal dates, carriers, minimum employee requirement, along with decision maker contact information. Other industries tend to define specific conditions that when met, will produce a lead.
These leads are sent to the client as a notification, but our systematic approach ensures that a timely follow-up will be performed by our call center agents as long as we work your campaign.
Lead pipeline management.
Just because a prospect says “no” or “not interested” today doesn't mean they will still feel that way in a few months. Needs change, budgets change, key decision makers move on or get promoted and consequently a company can go from “not interested” to “very interested.”
Our processes take this into consideration and provide a consistent sales lead pipeline system that keeps in touch with prospects for the long-term; building business relationships through multiple contacts and by following up at the appropriate time.
Lead generation- À la carte.
The difference between this and an appointment setting campaign is that a lead generation program stops just short of setting an appointment.
Perhaps you need a contact list updated, or to provide a more personal introduction to an inherited list of clients.
Some clients, involved in a complex sale that requires a vast knowledge of the industry or specific knowledge capital, prefer us to qualify the lead and then hand it over to their sales team for further qualification and follow-up.