Top 5 Lead Generation Mistakes

We know that lead generation is not as simple as many make it out to be. Modern methods adopted by call center units make give off this impression that the process is easy to handle. But the fact is that sales lead generation can go horribly wrong if the BPO firm doesn’t get the basics right. Many of the firms work on false assumptions that make it a logistical nightmare for the business process outsourcing firm. In this article, we will examine some of the mistakes that call center services commit which results in the telemarketing campaign to get derailed.

Firstly, the call center needs a goal. Without a specified aim in mind, no lead generation campaign should be flagged off. The planning of the campaign needs to be made according to the goals that have been set. Keeping your goals in order will help you find out how many BPO agents you need for the campaign, how you can streamline certain aspects and how you are going to make use of the database. Talk to the BPO service you are going to hire. Ask them to fill you up on the telemarketing projects that they have done in the past. This will give you an idea of what the firm is capable of achieving. Set your goals against those parameters. If you keep unrealistic goals, it doesn’t measure up well for the campaign or your returns on investment (ROI). In the times that we are, a favorable ROI is the basis for any investment and telemarketing services is no different.

Secondly, understanding the database is important. The data that you have can be interpreted to make deductions that help the lead generation process. You can leave out chunks of numbers from the database if you catering to certain select consumer pockets. Speak to your call center partner about how the data can be used effectively. If the outbound call center team has lesser people to deal with, they can concentrate harder on them. That will make the telemarketing campaign more intensive and result-oriented. It’s better than you conduct sales lead generation on a controlled level. Otherwise the campaign can go haywire and you may not reap what you sow. Your BPO partner should help you interpret, analyze and optimize data.

Third, look at other aspects of the BPO service provider other than the cost. It’s true that costs determine the deal, but other factors are important for telemarketing. A call center can cut down costs by removing certain chapters from the lead generation campaign but that will not be useful for your brand or company. Fourthly, innovation in call center services is necessary. Move out of a determined script for the outbound call center agents. Make room for improvisations. It will be beneficial. And finally, pay attention to the technology and practices that are being used. You don’t want your brand name to be used for automated calls for sales lead generation and neither do you want to get into trouble with the law makers over violations of telemarketing laws.

By: Jems Hug

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