Engaging with prospects during a period of widespread remote working

With the UK currently in the middle of another lockdown, businesses across a range of sectors have temporarily closed their office doors, as employees have been urged to work from home for the foreseeable future in line with Government guidance.

Given the current economic uncertainty caused by the pandemic, organisations must continue to engage prospects, so they can generate new business leads where possible and set the tone for a successful year ahead. To many people, widespread remote working makes lead generation more difficult, but to a team of experienced telemarketers, it provides an opportunity for increased engagement if executed correctly.

Remember, prospects still require your services in order to thrive. Just because decision makers are away from the office, that does not mean all operations grind to a halt until the pandemic is over. Successful organisations understand the need to be flexible in the current climate, which means you must adapt your approach too.

Engage the captive audience

Instead of being more difficult to engage, remote workers are easier to connect with, as they are a ‘captive audience’, who for the next couple of months at least, will be working from one location. Before the lockdown, prospects would be in meetings, away from their desks or shielded by a gatekeeper/receptionist, but now, these potential obstacles are removed from the equation.

Most companies are in the planning and strategy stage for the next 12 months, so now is the perfect time to contact decision makers, as they are more likely to welcome outside interaction to break the monotony of working from home. With the chances of making successful contact increased, it is important to deliver your pitch clearly to make the most of the opportunity.

That does not mean every phone call needs to result in a sale, but you must make a good impression, generating exposure for your business and securing follow-up meetings if the prospect shows an interest in your services.

This is where working with an experienced telemarketing team can offer a competitive edge, as you hand the responsibility of running a successful campaign that generates good quality leads, to a team of professionals that have the skills needed to convert potential leads into serious business opportunities.

Get ahead of the competition

During this period of remote working, it is important to beat competitors to the punch and contact key decision makers before others do. Instead of forfeiting the budget you would have invested in events or expos, you should explore other productive lead generation exercises that engage your prospective base in a different way.

Some prospects require urgent support, and instead of waiting for the resumption of face-to-face networking events to offer your services, it’s important to strike while the iron is hot and at least make some progress towards securing new business for your organisation.

Of course, executing a successful telemarketing campaign is a time-consuming process that many organisations lack the resources needed to carry out internally. Instead, experienced teams of external telemarketers will take the time to understand your business, your sales proposition and objectives, overseeing a campaign that provides concrete leads, without the heavy lifting.

It is not a ‘one size fits all’ approach and even the calls that cannot be connected offer an opportunity to capture important data, allowing us to build enhanced profiles for future connection attempts.

During uncertain times, the businesses that will thrive are those that think outside the box and take a proactive approach to lead generation. If you would like to discuss a potential telemarketing campaign in more detail, the contact our in-house team and explore the benefits with the help of experienced individuals.

Call: 0121 227 4766
Email: David.glennon@acompetitiveedge.co.uk

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