Telemarketing Lead Generation Blog

Recent campaign data shows that post-event lead generation telemarketing to attendees and non-attendees yields almost identical results

Posted on Mar 5, 2009 by Anabel Foucart, Senior Program Director

Here is an example of a recent lesson in event follow-up: Always telemarket to all event registrants, not just the attendees. People who sign up for an event, webcast or conference do so for a reason- but cannot always attend. Reaching out to those who could not actually “make-it” can yield very valuable results.

We’ve all done it: we register for an event because the topic is one that we are interested in. In the business world that topic will likely be around improving something in the workplace: up-production, avoid downtime, better manage something, learn new technology…. But then disaster…we get caught up with putting out fires, we’re faced with prioritizing, shuffling our schedule around…life happens right? So, we don’t attend that event that we initially felt so compelled to go to- other things have to get done NOW. But we still have that problem that drove us to signup for the seminar, workshop or webcast; production still needs to improve and we still want to learn how that new technology can help us. Right? So what happens?

Example: If I get a call from a knowledgeable and friendly person who lets me know I’m important despite the fact that I didn’t show up…then maybe it’s not a total loss. I might start to disclose information about why I was interested to begin with. I would probably want to know how the event went, what people learned and ask questions about how the items discussed would benefit my company and I. The person on the phone may be kind enough to send me the presentation, or deliver the most important value of the meeting…and if I really believe in what I’m hearing and think that the solution being discussed is right for me, well then I become a lead. Not only that, but when I hang up the phone, I’m rather happy that despite the fact I could not go to that awesome event I signed up for- someone will personally take it upon themselves to get back to me to more fully explore our mutual interests.

Lesson: Telemarketing to all event registrants and not only to attendees is a great strategy for lead-generation. In fact…based on a recent program I ran, I believe non-attendees may be even better to market to: they probably didn’t show because they had to deal with a problem- that you could potentially help them solve.

Tagged: lead generation, lead generation telemarketing, event telemarketing, telemarketing lead generation, telemarketing leads, telemarketing sales leads

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