Telemarketing: The powerful way to qualify leads

22/02/2017

Reading Time: 2 minutes

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.

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