Quality not Quantity

Qualifying leads is an essential part of growing your potential customer base and turning prospects into sales in B2B marketing. Often, potential leads don’t respond to the first few follow up phone calls or email marketing attempts. With a large list of prospective customers, it can be difficult to have the time to continue following up on all of these contacts, though they are still valuable, marketing-ready leads.

Although the Director of Sales at a SaaS company, likes to take a personal, hands-on approach to prospecting for the company, she turned to IT’S YOUR CALL B2B telemarketing service to follow up on the third outreach of their prospective customers. Despite outsourcing to a call center, they were able to retain the preferred personal feel with potential customers. They developed a script, which acted more as a guide, in which questions were prioritized and the caller would be prompted the next appropriate question to ask based on the leads’ responses, keeping the interaction natural and conversational.. In 200 hours of calls, IT’S YOUR CALL booked 44 demo appointments and had a 5% overall positive success rate during their campaign. Outsourcing the third outreach attempt allowed the Director of Sales to spend more time making personal, initial calls with a greater number of potential leads. It also prevents other valuable leads from just sitting on the back burner or being forgotten altogether, while keeping consistent with a “high-touch” marketing strategy.