You all know that during hard times when new leads are scarce, a clever lead generation method is to turn past successful leads and convert them into new ones. Tactics such as fostering client loyalty and well-controlled follow-ups with them are just some of the means to do this.
Normally, you’d think that loyalty programs like this are only beneficial for consumer-based products or services like hotels, fast-food chains, and electronic goods. Well that’s not necessarily the case. B2B companies like ERP software suppliers can also benefit. How? Well for starters, the very nature of software makes it so.
Here’s how it works. Software will always be in need of an update in order to cover any bugs that might rise up isn’t that right? Well who’s to say that’s not the case with ERP software? However, unlike regular software which can just rely on e-mail for customer feedback, the ones more likely to make inquiries regarding bugs and updates would want a more interactive discussion.
This is of course talking about the executive and business decision makers who had decided to make use of your products in the first place. Since you already know how much it took to make your software appealing, you have the responsibility of keeping it that way by opening yourself to any feedback they might give you.
That’s where you can start with a basic inbound lead generation plan. Use your customer service to not only assist your clients but also keep them informed of updates. This keeps them interested and ultimately, they will be making another successful sale with you. For instance, like all software products, you’ve managed to finally create a new and improved version of your previous one. (Wait a minute, isn’t that what big computer corporations like Microsoft do all the time with its operating systems?) Since you’ve managed to retain the constant interest of old leads, you’ll have far less trouble introducing the new version to them!
However, don’t forget what has just been mentioned: Communication. For this to succeed, you need to provide these people a clear and flexible way to contact you for their inquiries. With that in mind, it’s best to outsource to a telemarketing company because you can’t get anything more convenient yet also interactive than a live phone conversation.
Telemarketing groups don’t just go outbound you know. They do inbound as well. However, as with all ventures involving telemarketing, you have to make sure that they have the best equipment and staff to receive those calls. Background noise should be kept at a minimum. The technology used must be good enough for clear communication and streamlined tasks. The agents themselves must be both dynamic and professional in their approach.
Then again, if you had already successfully used the outbound services of one group, then surely you can trust that same company to the task of taking your inbound calls? You might also already know that they have just the right information to keep your prospects listening. Therefore, what are you waiting for? Contact your telemarketer now and give your own shot at fostering client loyalty.
