Six Ways to Use Inbound Calls to Drive Sales Conversions

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Six Ways to Use Inbound Calls to Drive Sales Conversions

If you own a business, inbound calls are an invaluable resource. Not only do inbound calls have extremely high conversation rates, they provide critical customer information that you are unlikely to get anywhere else.

Many inbound calls originate when people visit your website and then call for more information or make a purchase. But how can you glean information from these calls that will help you drive even more sales? Here are six important ways:

  1. Classify the lead. Decide if the caller a qualified or unqualified lead. By doing so you will know how to nurture that lead.
  2. Refine your message. What promotions or projects led to the most sales? Use those promotions in the future to drive even more sales.
  3. Check the competition. Do callers mention a particular competitor or a competitor’s product? If so, you need to figure out how to set yourself apart from the competition.
  4. Talk the talk. Listen for how customers or prospects talk about a product or service they are looking for. Try to use that same type of language in future scripts.
  5. Compare scripts. Use scripts that emphasize different product points, discounts or other incentives. Determine which scripts led to more sales and use that script for future calls.
  6. Identify keywords. When people ask about a product or service they found on your website, what words on your website do they use? By tracking keywords you can discover which ones resonated the most with callers and incorporate these words into future marketing materials.

Sales from inbound calls are great but the information gleaned from these calls can be just as, if not more, important. Telemarketing doesn’t exist in a vacuum so by monitoring what happens on calls you can improve your online and offline marketing techniques, business development efforts and drive sales conversions, as well.

Making data-driven marketing decisions involves connecting the dots between all customer interactions. Rather than guessing why a customer called or decided to make a purchase, analyze the data from that call and find out for sure. Even better, you will be able to parlay calls into more leads and a higher number of sales conversions.

Avoiding the Pitfalls of Outbound Lead Generation Telemarketing Campaigns

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Avoiding the Pitfalls of Outbound Lead Generation Telemarketing Campaigns

In a perfect world, inbound lead generation would always keep your company’s sales funnel full. However, there are times when outbound calling is necessary to drive leads and identify new prospects.

A successful outbound telemarketing campaign is no easy endeavor and many companies simply don’t have the time, resources or expertise to undertake such a campaign. If you have attempted an outbound telemarketing campaign in the past and it wasn’t successful, or if you plan to execute one in the near future, you need to be aware of the many pitfalls of outbound telemarketing campaigns (listed below) and how to overcome them.

  • Absence of a realistic goal. If you aren’t completely sure what you are looking to accomplish with your outbound lead generation campaign you can be sure you won’t achieve it, either.
  • Improper training. It is important that anyone working on your telemarketing campaign knows exactly what they need to be doing, why they need to do it, and how to do it correctly.
  • Failure to understand your target audience. The right list is imperative so that you reach a decision maker. To get that list right, you will need to have clear lead criteria and scoring in place.
  • Failure to test your messaging. It is imperative that you test your message before you go wide so that you can be sure that your message connects with its intended targets.
  • Using price as the only criteria of a successful campaign. If you are looking to get your campaign launched by spending the least amount of time and money, you are practically guaranteed to fail.
  • Poor data quality. If you are not capturing the data you uncover in each and every call, you are forfeiting valuable information that could be entered into your sales database.
  • Inability to go off script when necessary. If you rely solely on scripting for every call, you are going to lose a substantial number of leads through the inability to respond to unexpected questions or comments. Anyone making cold calls must be able to respond to unique objections or you will lose those leads.
  • Disregarding the outcome. Even if you are pleased with the results of your telemarketing campaign, if you fail to analyze conversion rates and the return on investment, you will be leaving a lot of precious information behind.

Of course, overcoming these pitfalls can be practically impossible if you have limited resources or expertise. That is why many companies choose to contract with a business to business telemarketing services firm. By doing so you will get the results and data you need!