Lead Generation vs. Appointment Setting:
In all marketing endeavors, single contact or single call 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 on 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.