Telemarketing Lead Generation Blog

3 Tips to Positively Impact Lead Generation in 2012

Posted on Jan 4, 2012 by Jason St Onge, Senior Account Executive

At the beginning of each year, I usually blog about starting the New Year off on the right foot. In previous years, I have highlighted some ideas and tactics to help you improve your lead generation efforts in the following posts: Three Steps to Starting the New Year Off Right and 4 Tips to Positively Impact Lead Generation in 2011 . To keep up with this tradition, here are three additional ideas to keep in mind for 2012:

1. Conduct a “Motivation” Meeting – Schedule a meeting to help re-energize your telemarketing team and share objectives for 2012. Telemarketing is a challenging career requiring a lot of dedication and patience, and it is not uncommon for the calling team to have little insight into how the leads they produce are impacting your sales pipeline. Taking time to recap 2011 and share relevant highlights, wins, pipeline activity and feedback on some of the leads can make the team feel appreciated for their efforts and generate positive momentum. Note: This can be particularly effective for long running programs.
2. Update Your Messaging and Material – The beginning of the year is a great time to review your call guide, value proposition, objection handling, etc, to ensure your messaging is still relevant to the prospect. Consider if any industry trends, legislation or changes to the competitive landscape are impacting your target audience and need to be addressed in 2012. Also, make sure your telemarketing team is aware of upcoming marketing activity and that they are leveraging the most up-to-date content and collateral.
3. Implement a Voicemail Strategy – Voicemail messaging strategies are frequently overlooked by marketers and they can be a key component of an outbound telemarketing lead generation program. Connecting “live” with decision-makers is challenging and voicemail provides an opportunity to both brand and share business benefits for your organization. Design your voicemail to address a critical business issue relating to your target’s specific business and/or job function. Whether or not your call is ever returned, you have at the very least created awareness, provided a relevant message and warmed up future communication. For more information on this see How to Develop a Voice Mail Strategy .

Are there tactics you use at the beginning of the year to jumpstart your programs or to lay the foundation for a successful year?

Tagged: lead generation, lead nurturing, targeted lead generation, teleprospecting, telemarketing sales leads, telemarketing lead generation

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