Why it’s Important to Follow Up after a Telemarketing Campaign

Posted: 29/10/14 12:03 PM

Following up is hugely important if you want to get the most out of a telemarketing service, but sadly this part of the sales process is often ignored. Unfortunately, this can seriously diminish the effectiveness of even the best telemarketing services. Following up can turn promising leads into genuine sales. Failing to follow up, on the other hand, could allow those leads to languish and go cold.

There are several reasons companies may not follow up on leads generated by their telemarketing company. These include:

Fear of Seeming Pushy

This is perhaps one of the most common reasons for not following up. While it’s true that excessive follow-up efforts can seem pushy, most companies are seriously overcautious so it is rare for this to actually happen. Even multiple follow-up calls don’t have to be pushy. Usually, pushiness stems from one of three things:

  • Excessively frequent calls (rather than an excessive number)
  • Persistent calling after it’s become clear they do not want to do business with you.
  • A pushy salesperson regardless of whether it’s the first call or the fifth.

If you avoid these three things, you probably don’t have to worry about seeming pushy.

Not Knowing How

A lot of companies and people are unsure how to handle the follow-up process, especially if they have never been formally trained in sales. However, the follow-up process is much more straightforward than many people fear. After initial contact has been made, tell your client when you will follow up and how you will do so (phone, email etc.). Put this in your diary or set yourself a reminder. When the day comes, politely get in touch and tell them you are following up as discussed beforehand.

Forgetfulness

Often, failure to follow up is down to simple forgetfulness. Often, a company fully intends to follow up but this intention is lost in the crowd of a busy schedule. This common problem has a surprisingly simple solution; add the follow-up to your to-do list or diary for a specific time and date, and then treat it like an appointment.

Leaping to Conclusions

It is easy to leap to conclusions which make us believe a follow-up will not achieve anything. The simplest (and most frequently wrong) of these conclusions is “they’ll get in touch if they’re interested.” It is also easy to jump to other conclusions. For example, if you miss a scheduled follow-up you may believe they will feel let down and have lost interest. In fact, actually getting in touch will frequently prove that these conclusions are not well-founded.

amp telemarketing are an established B2B telemarketing company with over 20 years’ experience. If you don’t have time to follow up or still aren’t sure how, we will be happy to do it for you. Get in touch to find out more.