Lead generation comprises of a significant process called lead nurturing. That’s the process by which outbound call center agents follow up on the leads that they have generated through phone calls and emails. The process of lead nurturing is important for the BPO because customers and clients are busy professionals. They often forget about the telemarketing offer that they received last evening. They may have assured the sales lead generation agent that they will think about their offer, but when it comes to actually doing so, they come unhinged. It’s the task of the call centers to give them follow-up calls or emails.
The usual procedure of lead nurturing is to send across an email after 3 to 8 days in B2C lead generation. If the telemarketing project is about something to do with finances, the agent has to provide them some additional lead time to think it over. Call center agents have to be careful that they don’t send in the same emails as reminders. Vary the copy of the email to make it more progressive and interesting each time you send one. If you are using the same copy, the receiver may get frustrated and hit ‘Unsubscribe’! That, of course, closes down the sales lead generation process.
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