Telemarketing Lead Generation Blog

Telemarketing Lead Generation & Email. What works!

Posted on Dec 11, 2008 by Jon Plant, Senior Program Director

Finally…the holidays are upon us and another year has whizzed by to be put on the books. It is during this time when most businesses are doing all they can to finish strong as they head into the upcoming year.

Email traffic is very high this time of the year. According to WebTrends, an online solutions provider, e-commerce businesses rank email marketing as “the most important demand-generation activity for holiday success.” Regardless of your solution or service offering, your email messages are competing with thousands of emails sent each day (spam or no spam). Although this is elevated during certain buying cycles, it’s true the entire year.

While email is an excellent component of a demand generation program during the holiday or any time of the year, we find the best success when it’s coupled with telemarketing in order to reinforce messages and elevate the message above all your competition. Frequently we are asked the most effective ways to integrate email & telemarketing. Things to consider are as follows:

• Go back to basics and utilize text-based messages. Clients tend to screen email more heavily these days and delete anything that looks like an advertisement. You want your email to at least make its way to the prospect’s inbox.
• Tailor your messaging. The follow-up calling efforts should match your email announcements. Keep your calls relevant to something the prospect has already seen so that you can really drive your solution or service benefits.
• Utilize CBI Voicemails…see previous post (How to develop a telemarketing Critical Business Issue voice mail strategy). A prospect’s schedule is hectic and they are often short on availability. Be sure to stand out by leaving strategic voicemails and reinforce messages from our email.

Also, it’s certainly worth noting that when you’re calling during the holidays you have to be extra sensitive. The holidays can also be a very emotional time of the year (yes, even when calling businesses!). You may get a very cheerful “Chatty Cathy” or you may get a “Grumpy Grinch”. Either way, be sure to be considerate when prospecting via the phone.

Tagged: lead generation, telemarketing lead generation, telemarketing and email, telemarketing sales leads

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