Feeding the telemarketing team with contacts that they can convert into leads is the main challenge for marketing teams in companies.
According to the lead generation survey conducted by the Chief Marketer marketing portal, 51% of marketers said they were responsible for the conversion rate in their companies. At the same time, according to the statistics published by Hubspot in 2022 , 63% of marketers recognize that lead generation is their main challenge.
Feeding a blog and posting on social media as part of an overall B2B telemarketing strategy is the best way to ensure your operators are calling the right target and increase your lead-to-lead conversion rate.
In our post today, we want to remind you of 5 actions that will make you improve the results of your telemarketing team through blog posts and social networks:
Talk to your cold contacts
If you follow the contacts on your list on social networks, you can keep up to date with the issues that concern them. Write your blog articles about the problems that your prospects usually face, or explain to them step by step how your services and solutions can help them in their day to day. If you do it like this, the most likely thing is that your potential customers will end up subscribing to your blog, following you on social networks and sharing your content.
If you pamper each subscriber who becomes an MQL (Marketing Qualified Lead) , as he will have previously shown interest in your product or service, the call he receives from your telemarketing team will not be seen as an intrusion but as a natural continuation of a B2B relationship.
Blog without being annoying
Explaining the benefits of your products or services too early can lead your prospects to understand that your marketing content is too direct and pushy. To generate leads that come from your blog and your other social networks, your content must offer something valuable to them. The best way to write is trying to be didactic. The more potential customers you have trying to learn something from you, the more data they are willing to give you and the better you can convert them.
Convert smoothly
To increase the number of leads, don't forget to always include appropriate calls to action (CTAs) in your blog posts and in your social media posts. Prospects are more likely to click on a CTA that is clearly related to the topic of your content, and you can direct them to your website for more information.
People buy people
Although it may seem obvious, remember to include your contact information on your social networks. If you want to generate leads, make sure they can get in touch with someone.
Some potential customers qualify themselves as leads by asking the benefits of your products or services. If the lead has followed the natural steps of your strategy, they will have met you, you will have taught them something that might interest them, they have been informed and finally, they contact you. There you have an MQL ready so that in one call you can close your objective.
Analyze, analyze, analyze
To optimize your lead generation strategy, collect as much data as you can from your blog and social media visitors, so you can analyze:
- Which topics get more clicks on CTAs?
- Which message is most convincing for prospects to access your landing pages and fill out a form?
- What documents and contents are downloaded by the MQL
This ongoing analysis allows you to stick with the practices that generate the most leads and get rid of the ones that don't work.
Taking action on the result of your analysis will direct the conversion process of visitors to those who are genuinely interested in your offers. Thus, your telemarketing team will optimize their time much better, stopping calling poor quality and cold potential clients, in order to focus on the hottest and most profitable ones.
At PGR, we offer Lead Generation campaigns especially focused on B2B companies in the ICT Sector with the aim of generating qualified Leads.
