The basis for acquiring leads is always a good database. A good one means one that is up-to-date and contains data on people who are likely to be interested in our service (taking into account chinese overseas america phone number data demographic factors such as gender, age, and interests). When creating and using a database, you should also remember about security – files must be stored in a place that unauthorized persons do not have access to, and you should also make sure that the people you plan to contact have given their consent (the issue of GDPR and broadly understood personal data protection ).
Read more: What are sales leads and what types do we distinguish?
To work effectively and conveniently with leads, various types of tools will be useful for updating information about the client in real time, especially the history of contact or unusual events. It is good if such notes are also available to other consultants - this allows you to avoid situations where the user is asked about the same thing several times. Convenient sharing of information is possible thanks to appropriate software (contact center offices use such solutions every day).
Read more: What B2B and B2C Sales Lead Generation Looks Like
Read also: R&D department – what is it, how does it affect the company's development?
Lead management – how to organize acquired contacts?
Lead management is a broad concept that encompasses much more than just acquiring customer contacts. In order for these activities to be effective, these contacts must be sorted, updated and organised in various ways. It may be necessary to filter them, e.g. select people who have purchased a product within a specified period, used a promotion or whose subscription is expiring. This task may prove to be tedious and time-consuming, especially with very extensive customer databases. In such cases, the aforementioned tools that streamline the broadly understood work with leads are necessary.
It is worth emphasizing that it is best to plan lead generation and management in detail – ineffective use of contact may result in the loss of a sales opportunity, discouraging customers, and in the case of major negligence, also legal problems (related to, for example, unlawful use of personal data).
Read more: Sales lead management – what activities should be outsourced to an external company?
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Different Lead Generation Channels
Filtering and grouping leads also includes matching potential customers to the stages of the sales funnel. An element of this process is the so-called lead scoring, or assessment of each lead – how big a chance of selling it is associated with. Lead generation and their handling can take place in many channels. These include:
Sales hotline and other telemarketing channels – it is worth outsourcing this to contact center specialists, because selling by phone is a difficult task that requires knowledge and preparation.
Online channels – such as website chat, e-mail marketing, newsletters, leads from contact forms.
Customer Service Office – this is the place where current or potential customers call (it is also an opportunity for upselling).
Read also: Customer database validation – what do you need to know about it?
It is worth remembering that working with leads also involves handling incoming leads that come from various channels of contact with the brand (inbound). These are, for example, people who have signed up for a newsletter, who send an inquiry via a contact form, or users who have taken part in a competition organized on one of the social media platforms. These types of contacts are worth using in sales activities.
If you work with a contact center, leads obtained through these channels can be analyzed by employees of such an office and, after appropriate preparation (after being carefully sorted), forwarded to your salespeople.
Lead acquisition and management – why is it worth cooperating with a call center?
Working with contacts is a relatively difficult task, especially in the case of large databases . Not all leads will be equally valuable - an important step is to organize them, which can save a lot of time and energy, and therefore also costs.
It is also important to select the right tools (effective in a specific case and budget) and to develop a coherent strategy. We can take care of all of this on your behalf.
Effective lead generation and management activities require purchasing software and infrastructure, hiring and training employees, renting office space – all of which comes at a cost. Outsourcing these activities to a call center can be an optimal use of budget while maximizing effectiveness. Knowledge and experience of employees handling contact are also needed – all of which makes outsourcing lead management the best choice.
