Lead Generation plays an important step in the Telemarketing process.
As telemarketers we are normally doing one of two types of outgoing calls. The first is to existing clients and the second is searching for new clients.
When searching for new clients, we normally call either from a list or we call leads.
This page is about how you can generate those leads.
Things to Consider
Your Budget
The cost of generating leads will vary a lot depending on the type you do. So before starting any lead campaign, do a costing including everything from stationary, staff costs right through to petrol or casual leasing expenses.
Time
When do you need the leads by? If you need them to start coming in straight away then you would use a different method than if you had a few weeks up your sleeve.
Staffing
Will you need to put on staff to implement your lead acquisition program? If so, how many people will you need, what will you pay them, who will train and manage them and what experience if any will they need?
Quality
What quality of lead do you want? Are you after people who have shown a real interest in your product, or simply people who meet your customer criteria? Or are you happy with just a name and a phone number?
Do Not Call Register
Most regions now have a Do Not Call Register, which means you will need the clients permission to call them, or you will have to “wash” or “scrub” the leads prior to calling them.
Ways to Generate Leads
We can generate leads in a number of ways. Many of the methods I have listed here will actually not involve the phone. I will include them on this site though, because we will follow each initial contact up with a Telemarketing call.
Does your business call Residences or Businesses? You may need to modify some of these ideas to suit your type of client.
I am going to break these ideas up into 3 groups…follow the links for more detailed information on how to implement each Lead Acquisition format.
Telemarketing Lead Generation
- Tele Questionnaires
- Referrals
b2b Lead Generation
- Door to Door
- Trade shows
- Web Site
Residential Sales Lead Generation
- Shopping Centre Promotions
- Competitions
- Mail Out/ Leaflet drop
- Door to Door Surveys
- Web Site
Are Leads better than lists?
That is really up to you to decide. I really don’t think any way is better, just different. It really depends on what part of the sales process you are more comfortable having face to face and what part over the phone.
For instance, if I am getting my leads from referrals (which cost me nothing) then clearly that is better than paying for a list.
However if I am comparing paying for a list of customers who fit my criteria, compared to getting my leads from a trade show…. then I think the trade show is better.
This is because from the trade show they have met us, they will probably be expecting our call and they will remember us and our previous contact. I am getting a much warmer lead form the trade show. So, although I am spending more on the trade show than I would on a list, I am saving money when we telemarket as I will make far less calls to far more qualified customers.
