Pay Per Lead: An Effective Approach In B2B Lead Generation
Article by Sarah Barnes
It was way back in 1905 when telemarketing was first utilized as a sales tool. This idea was conceived by department stores in New York. Since then, the telephone has been one of businessmen’s best friends. In 1957, a phone-sale company by the name of DialAmerica Marketing, Inc. was founded. Dramatic expansions were initiated in the 1970s. Today, after decades of playing a major role in marketing activities, telemarketing is still considered as one of the most effective tools in lead generation, despite the rise of online marketing and social media.
Since its conception, telemarketing has branched into two main categories: outbound and inbound. Outbound telemarketing’s ala carte includes appointment setting through cold-calling, lead generation and lead nurturing. On the other hand, inbound telemarketing’s entrées include order taking, answering service, overflow call management and so on.
In line with its improvement, telemarketing firms introduce pay per lead on their arsenal of lead generation services. Through this, you do not need to build an in-house department to generate sales leads. You just need to choose the right telemarketing service provider and buy pre-qualified sales leads, to keep your sales team busy with a pipeline full of potential customers.
There is no denying that lead generation is not that easy. This is so because it takes a lot of resources and time to look for sales prospects, because usually customers are not looking for you. Buying sales leads is different. You do not have to undergo the usual process of prospecting through cold-calling neither screen every contact in your list in order to pinpoint who’s a good prospect and who’s not.
With a pay per lead program, the telemarketing company will do the qualification process for you. With specialists in marketing, research and cold-calling, service providers will accurately classify each sales lead according to the qualifications of your company. Once you buy the leads that are within your predetermined criteria of target audience, they will proceed with appointment setting so that your sales representative can have the opportunity to meet with the prospect.
How will they determine if a sales lead is qualified? Professional telemarketers identify sales prospects according to the products and/or services which the leads have shown interest in, the buying capacity of the prospect and the need for a service or product
The benefits that buying leads bring can be seen immediately. First, your company is guaranteed that every sales lead is fresh, never been sold before nor recycled. Second, leads are exclusive, will not be sold to other companies. Third, these qualified sales leads are sales-ready and have a high chance of being converted into a sale. Fourth, sales leads sold are within the criteria you set for your targeted prospects. There will be no more apprehensions that you will get the wrong ones. Fifth, your firm saves cost because you will no longer do the usual process of lead generation. This will mean great savings for your business. Lastly, you will close more sales easily and quickly. This is so because leads have already been pre-qualified. Of course, sealing the deal rests on the ability and expertise of your sales representatives. But, the good thing is they have more time to prepare and contrive the most effective presentation for your prospects.
When you opt to buy leads, just compare the amount of sales that your business organization might generate with the amount you spend on buying high quality leads. There is no greater joy for a business person than having qualified sales leads on a silver platter.
About the Author
Sarah Barnes is a telemarketing expert with 11 years experience as a sales leads analyst for small and medium companies. Sarah invites you to visit http://www.121directmarketing.com/ for more information on pre-qualified sales leads and appointments.