What is marketing for you?
For us, it is a battle to grab tentative customers’ attention before someone else does. Around 30 years ago, if the company asked for people’s attention, they would receive it easily. You would interrupt between their shows or soap opera by broadcasting an ad, and they would politely listen to you. You could just put a fancy billboard on the streets or highway, and they would put all their eyes and souls to see it.
But sadly, for the newbies, this is not how the marketing works now. Its harsh taskmasters show now.
An average customer is subjected to see or hear around 1 million marketing pitches every year, which means 3000 per day. That’s math that no one wants to do. And no senseful human being is vigilant enough to pay attention to 3000 messages per day in the form of text, voice, video, and whatnot.
Now let’s talk about stats; by the year 2007, 72% of Americans had added their number to “do not disturb” to avoid telemarketers. Later in 2014, a study stated that 84% of people wanted to avoid seeing any commercial, and 60% of them downloaded or recorded the shows so they could have seamless entertainment. Right now, the consumer has way more control over what they see than they ever were.
But thanks to the bombardment of social media and internet marketing, the ball is back in the court of the marketer. Another vital survey proves that 81% of visitors do prior online research on a product or service before they buy it. This means that competition is fierce, and generating useful leads is even more difficult.
Before we proceed with sharing some tips for outbound lead generation, let’s uncover the science behind it.
Do you know what a lead is?
If you are new to the sales and business terms, let us help you.
When your company or you conduct a marketing campaign, and it results in people indicating interest in your product or services in one way or the other, it is considered a lead.
A business or organization will generally contact the lead after they have submitted some personal information for an offer, trial, or subscription. This is way better for a customer as they will get calls from companies whose products and services they are interested in.
Let’s assume that hypothetically you took an online survey to learn a way to take care of your car, which was conducted by an automobile company. After a few days of the study, you receive an email or call from the same company on how they can help you in taking care of your car. See, this way of reaching the customer is not intrusive as you showed interest in their services. On the other hand, if you had not taken that survey, did not know the company, or worst-case scenario didn’t own a car, this would have been a failure if they had contacted you.
This process of conducting a survey and gathering tentative customer information will help the company in their introductory pitch which will look pitch that looks more realistic and convincing. This way they can quickly address your existing problem instead of wasting their time and effort on the leads who are not at all interested in auto services. Honestly speaking, points are part of a broader picture that consumer is a part of during their transition from visitor to customer. Remember one thing, all leads are neither equal nor they qualify for the same. There are different types of points that can be established on how they become eligible and what lifecycle stage they are in.
As of now, you have through, and thorough knowledge of what a lead is, now let’s talk about different categories of points.
Marketing Qualified Lead or MQL
So you are on a website, and you see a fantastic offer going on which you would like to know more about. So what you do is you innocently fill up a contact information form without knowing the consequences. After some time, your phone starts to bombard with sales calls that you were not expecting to receive.
In simple words, Marketing Qualified Leads are the customers that have engaged with your marketing teams’ efforts and the campaigns you have been running but are not yet ready to receive sales calls for the same.
Sales Qualified Lead or SQL
When you have decided to buy a new phone, you gawk around the internet looking for its features, what color it is available in, and whatnot. And finally, you find one, and you fill up a contact form asking the company to help you with their product specification as you might be interested in buying it.
So, sales qualified lead is the one where a new visitor has shown interest in transforming into a paying customer.
Product Qualified Lead or PQL
There is a lot of branding and brand awareness taking place nowadays. The companies that want to attract more new customers towards their new products might offer a few days of a free trial or instead let customers use the limited edition of the product. A company will do all these things only if the visitor looks interested in becoming a regular paying customer.
In simple language, PQL is the customer who loves using your services in the free version but has asked about the features or functions that are available only in your subscription pack.
Service Qualified Lead or SQL
A qualified service lead is the one where contact or customer has shown interest and been in touch with your service team that they wish to upgrade and become a regular paying customer.
Now after helping you understand what leads are, let us talk about the generation of leads.
What is lead generation?
A process where your sales and marketing team work seamlessly to attract and convert unknown people and prospects into somebody who has an interest in the company’s product or services is called lead generation. Different types of lead generators are job applications, blog articles, coupon codes, any online content, live events, and so on. These are very basic and commonly used examples of lead generation processes that have been used for a very long time. You can design your generators depending on your business niche to attract tentative customers and guide them towards the offers.
So if someone asks what you do, you can’t just say that you create content for lead generation. This sounds very bland, which will confuse the person of interest. Instead, you can say that your job is to find unique and state of the art ways to attract people to the business by providing them goodies. This will warm up the customer and eventually make them interested in wanting to hear from the company again.
How can VoIP phone service or Business Phone System help in Outbound Lead Generation?
We cannot preach about the benefits of VoIP phone service enough as it is flexible, mobile, and cost-effective. But let’s face it there is still a large section of the global population that doesn’t know about business phone systems. These companies are not even aware of what this technology has to offer and how important it is for their lead generation. Some of the companies keep away as they are new in the market, and VoIP phone service might seem a bit too tech-savvy.
But we are here to clear the air and tell you how and why the business phone system or VoIP is very beneficial for the outbound lead generation.
i) Transfer calls seamlessly
As VoIP is mobile and can be placed anywhere on the internal network, it has capabilities to harness the power to a level where a landline phone can not even imagine to reach. It has efficient features like call routing and transferring. You can have multiple leads listening and talking to a single conference call. This will allow a hassle-free and less time-consuming environment, which is beneficial for both the company and tentative customers.
Unlike traditional phone systems, VoIP is very cost-effective as there is no extra baggage of hardware or need of buying new pieces of equipment attached to it. This saves space and money for the company. Also, while holding the calls or call transfers, there is no money spent, which is an excellent trait to have when you have a company that is entirely dependent on generating or handling leads via calls.
iii) Improve the outcome of sales and marketing teams
You need to understand that by using VoIP for lead generation, the company will be able to increase the efficiency of the sales and marketing teams. As the line is connected to Internet protocols, the process will be smoother and faster.
We hope that these tips and explanations will help you upgrade to VoIP service and increase your leads and sales. And please connect with CallHippo if you are looking for a new VoIP or business phone system.