Make the Most of Existing Phone Leads
December 01, 2015
By Casey Houser, Contributing Writer
The basic principles of marketing are straightforward. One of those principles is to generate sales with the leads you already have. However, many marketers spend a lot of time trying to get more leads than doing more with their current sets.
A recent blog post at Dealer Marketing speaks to that point and suggests a number of methods that marketers can try to make more out of their existing stocks of contacts. These methods include increasing the number of attempts used to reach contacts, reducing the distraction of the working environment, and reducing the time between all those attempts.
To begin, the post suggests that marketers may not be calling their contacts enough to expect fortuitous results. It says that, on average, marketers may only try to reach each of their contacts about two or three times but that it could take as many as 10 attempts to make one’s voice heard. It could be worth a marketer’s while to attempt to reach contacts more and to hit those attempts early in a relationship, for instance, by responding to a Web-generated email address within minutes of its submission.
Decreasing distractions could also lead to improved engagement with potential customers. Marketers can get distracted just like everyone else and may be even more sensitive to distraction because they complete the same task over and over: dialing numbers. For call center managers and even self-propelled agents, creating goals – such as contacts to reach per-hour – and removing obstacles – such as on-screen or physical environment stimuli – could take away thoughts that there is something better they could be doing.
Finally, it could behoove managers and agents to make sure they use an automated dialer that keeps the calls flowing. When individuals are left to their own devices, they could begin to tire of actually pressing the “CALL” button or physically dialing the numbers themselves. Automatic dialers can make sure no gaps appear between one call and another. The best software can even integrate with lists of leads to determine when the newest members of those lists were added. Thinking back to the Web-generated lead, the dialer software can grab the most recent contacts to improve the chances of marketing success.
All told, these goals are three simple ways in which marketers and businesses can create for themselves a positive working atmosphere. Keeping these tools in place may help generate leads and, at the very least, can keep marketers on task and in the habit of being forward with their work.
Edited by Rory J. Thompson