Telemarketing: The powerful way to qualify leads

It’s no secret that a lead isn’t a lead anymore. You need to qualify it to understand where that prospect sits in the buying process and the value of that lead.

In the great marketing landscape, there are a huge variety of processes that allow you to try to understand the stages of your leads. But, there is one consistently proven strategy that goes that extra mile.

Enter telemarketing and the human conversation.

During your lead generation and business development process, a quick call with an unqualified lead can give you the information you need to know.

Conversations over the phone with leads can help you to better qualify that lead. You can ask questions surrounding objections, budget, pain points and more.

The golden questions of lead qualification

During telemarketing campaigns at Air Marketing Group, we tend to go by golden questions of qualifying leads for our clients during conversations.

These are questions we ask about prospects to make sure we don’t miss out on any opportunities. You can ask these too:

  • Is there a problem that they have which you can solve?
  • Does their budget suit the cost of services?
  • What does their timeline look like?
  • Are they a good fit for your company?

With a focus on the human conversation, telemarketing provides honest and direct answers straight from your target audience and if you can get answers to these kinds of questions, you’ll know where to focus your time and when, giving you a better chance of converting your leads.

Immediate response from a live lead

These answers are given by someone that is on the phone, there and then, providing an immediate response to your questions. Telemarketing is, therefore, one of the most effective ways to generate qualified leads. And let’s face it, a few qualified leads is far better than several that aren’t qualified at all.

Inbound leads through digital marketing do provide you with prospects, but talking to them gives you a better idea of where they sit in the buying cycle.

Lead generation campaigns using telemarketing quickly identify the contact you need, the answers you’re looking for and find out what objections may arise, giving you the chance to handle those and build trust, rapport and comfort.

Additionally, the qualification is personal, and you can give a better impression of who you are as a company.

Telemarketing campaigns at Air Marketing Group

We work with clients to help both generate leads and qualify them on the phone so we know exactly what’s happening with their decisions on buying. We set conversion rate benchmarks to work on what’s really important to your business: ROI and more sales.

Lead nurturing is also a large part of what we do, which is crucial to ensure we don’t miss out on great opportunities for your company.
Want to find out more? Contact us today or call 0345 241 3038.

The importance of finding pain points in B2B sales calls

At Air Marketing Group, we speak to thousands of businesses to generate quality sales leads and appointments for our clients. We ask many a question to understand how we can help businesses; however, not much attracts attention quite like a relatable pain point.

A pain point to a potential buyer or prospect not only gives them something to relate to, but it also provides a problem to be solved. This is where you can emphasise how your product or service can be the solution
Pain points are the driving force behind a real need for your product or service. With this in mind, how can you make sure you find them in sales conversations?

How to find the pain point

A pain point is an experience the prospect has been through or an element of their situation that is not ideal. When this is mentioned, your contact with the prospect becomes more than just a message but a relatable and emotive subject.

The trick is to get your prospect to identify that the pain point exists and visualise it and what it could be like if a solution was available and this is where most sales people fail. It’s not good enough for you to see a pain point and expect a prospect to want to progress.

You can ask yourself a few questions to understand what a potential customer’s pain point might be:

  • What problems does your product/service solve?
  • What is the consequence of not buying it?
  • What does the customer really need?
  • Are there repeat problems the company faces in relation to the product?
  • What value does the product bring to their business operations? Or, more importantly, what is the value – in time and money – of solving the problem or pain point?

Remember, people don’t buy a product. They don’t care what it is or how it works. They only ask, ‘What does it do for me?’
Once you’ve asked yourself the above questions and have some logical answers, build open questions around this, designed to lead prospects to their pain point. These can be, for example:

  • How often do you do x, y or z?
  • When was the last time you reviewed this?
  • When was the last time problem happened? What did you do/How have you tried to fix it?
  • What’s the biggest challenge you face with x area of your business?

Remember, when speaking with B2B leads, open questions are those that get answers. The more open the question, the more you can find out about that prospect and their pain point.

Don’t just identify it the pain either. On your B2B call, show prospects that you can help them to get rid of it. The ideal is to start with the pain point, and end the process with a very happy customer!

Air Marketing Group

At Air Marketing Group, we consider the pain points of our clients’ prospects, and use their language to build relationships based on trust to find great leads and generate sales.

Want to find out more about what we can do for your business? Don’t hesitate to contact us today or call us on 0345 241 3038.