IVR Systems Can Effectively Capture Leads
February 22, 2013
By Michelle Amodio
, TMCnet Contributor
The biggest advantage of using an IVR system for organizations of all sizes is saving time and money. IVR systems can take care of most of the frequently asked questions that an organization receives, giving customer service reps and salesmen the time to do what they do best: getting more leads and sales. An IVR system can also help out in that department, too, as it has proven an effective method of capturing leads for any business.
Baylor University discovered that, next to referrals, IVR lead capture was the most productive form of lead generation. Especially interesting is the difference between where most respondents place their effort or spending in creating leads and what really pays off the most in generating those leads. The study also goes into what the most successful agents are doing differently, the effect of faster versus slower follow-up on lead conversion, and how people are succeeding in a “tough” market. IVR reigned supreme in lead generation and conversion.
When it comes to an IVR system, there are two ways in which a business can successfully obtain leads; inbound and outbound calling. With inbound calling, a prospect is enticed with a call to action, either through print or other media via a toll free number. With outbound, prospects are called and the call to action is given to them via the phone call. Both of these instances are examples where IVR systems can bring leads, which can turn into sales and revenue.
The role of IVR in B2B marketing and lead generation campaigns is undergoing a change. For many B2B marketers, an IVR system is now an integral piece of demand generation campaigns.
Lead generation is a win-win for both the buyer and seller. A buyer is able to request information from several businesses that offer the product or service that they are looking for and the seller is given the opportunity to pitch their product or service to someone who has given them permission.
IVR lead generation can effectively drive qualified prospects to your establishment. With an IVR system, lead generation campaigns results to higher quality leads due to the nature of its lead capturing.
Implementing an IVR system for lead generation ensures that the contacts list generated by the campaign is composed of the warmest leads within the industry and is very specific to the company’s target market, thus turning into positive prospects and solid business.
Edited by Rachel Ramsey